Fisher and Ury's Negotiation Model

Fisher and Ury's Negotiation Model emphasizes a problem-solving approach focused on interests rather than positions. It encourages negotiators to separate people from the problem, focus on mutual interests, generate multiple options for resolution, and insist on objective criteria to evaluate options. The goal is to reach a fair, mutually beneficial agreement through collaborative discussion, rather than through adversarial tactics. This method promotes open communication and aims to satisfy both parties’ underlying needs, leading to more effective and lasting agreements.