chapter  11
14 Pages


ByPernille Rieker, Henrik Thune

What is the best way for people to deal with their differences? That question is the point of departure for one of the most celebrated books ever published on the subject of dialogue and negotiation processes, the multimillion-copy bestseller Getting to Yes, written by Roger Fisher and William Ury in the early 1980s.1 We mentioned this work in the introduction, arguing that the book – covering a wide spectrum of negotiation processes from individuals who would like to keep their friends, to businesspeople looking for a win-win outcome of a company merger, or a statesman seeking to keep the peace – is still the most refined and clear-minded formulation of the ‘integrative approach’ to negotiating agreements between political actors on the international scene.