The Principled Negotiation Theory

Principled Negotiation Theory, developed by Fisher and Ury, focuses on fair and effective conflict resolution by separating people from the problem, focusing on interests rather than positions. It encourages parties to work together to find mutually beneficial solutions through four core principles: 1) clear understanding of interests, 2) generating options before deciding, 3) evaluating options objectively, and 4) insisting on criteria-based agreements. This approach aims to create collaborative negotiations that lead to sustainable, fair outcomes rather than win-lose confrontations.