Fisher Negotiation Model

The Fisher Negotiation Model, developed by Morton Deutsch and Robert Fisher, emphasizes three key components for effective negotiation: **interests**, **positions**, and **criteria**. It encourages negotiators to focus on underlying interests—why parties want certain outcomes—rather than fixed positions. The model promotes problem-solving by generating options based on shared standards or criteria, leading to mutually beneficial agreements. By understanding interests and collaborating on objective criteria, parties can reach fair solutions without damaging relationships, making negotiations more constructive and less adversarial.