Dear Campus Community,
I am pleased to invite all interested employees to join a campus-wide book discussion on Getting to Yes: Negotiating Agreement Without Giving In. In collaboration with our three campus unions and the Office of Human Resources, we are offering an opportunity to explore this influential book together.
First published in 1981 by the Harvard Negotiation Project, Getting to Yes by Roger Fisher, William Ury, and later joined by Bruce Patton, is widely regarded as one of the most effective guides to negotiation. The book presents a principled negotiation method that focuses on finding mutually beneficial solutions rather than engaging in win-lose bargaining. It emphasizes separating people from the problem, focusing on interests rather than positions, generating creative options, and relying on objective criteria to reach agreements.
The book’s approach has been applied in a wide range of contexts—from workplace discussions and business transactions to family decisions and even international diplomacy. Written in clear, accessible language with real-world examples, Getting to Yes provides practical tools for improving communication, resolving conflicts, and fostering productive relationships. We will be working with the 2011 edition, which includes updates and additional insights.
To support meaningful discussions, we will offer workshops throughout Fall 2025, with an early pilot series available this April and May for those eager to get started. These sessions will be facilitated by Professor Kathleen McKenna and Racquel Smith, Organizational and College Culture Officer. Kathleen, introduced to the book by former SUNY Broome colleague Liz Carter in the 1990s, has been a longtime advocate of its approach. Racquel, having recently read the book, has heard praise for it since her college years. I had the privilege of studying directly with one of the authors in a graduate seminar at Harvard.
Spring 2025 Workshop Schedule:
Introduction to the book – Thursday, April 3, 11:00-11:50 a.m.
Interactive discussion – Thursday, April 17, 11:00-11:50 a.m.
Closing discussion & feedback – Thursday, May 15, 11:00-11:50 a.m.
If you would like to participate in the Spring pilot program, please contact Maureen Breck at 607-778-5100 by March 21 to receive a copy of the book.
We hope you’ll take advantage of this opportunity to engage with colleagues in thoughtful discussion and develop valuable negotiation skills. Whether you are new to the book or revisiting its insights, we look forward to learning together and applying these principles in our work and beyond
Submitted by: Dr. Tony Hawkins
