"Getting to YES" offers a guide to principled negotiation, focusing on reaching agreements amicably and efficiently. It advocates separating people from the problem, focusing on underlying interests rather than fixed positions, and inventing options for mutual gain.

The book emphasizes using objective criteria to ensure fairness and understanding one's Best Alternative To a Negotiated Agreement (BATNA) to enhance negotiating power. It also addresses tactics for dealing with difficult negotiators and cultural differences. The authors present techniques for effective communication, managing emotions, and building strong working relationships to achieve successful and lasting agreements.

Ultimately, the book aims to provide a framework for improving negotiation skills in various settings, from personal disputes to international conflicts.