Fisher & Ury

Fisher and Ury are known for their influential book on negotiation, "Getting to Yes." They advocate for a collaborative, interest-based approach. Instead of battles over positions (who wants what), they suggest focusing on underlying interests—the reasons behind each side's stance. The goal is to find mutually beneficial solutions through clear communication, listening, and separating people from the problem. By seeking shared interests and generating options before deciding, negotiations become more constructive and less adversarial. Their method encourages fairness and respect, helping parties reach agreements that satisfy everyone involved.