Fisher and Ury's Model

Definition

Fisher and Ury's Model, also known as principled negotiation, is a framework for negotiation that emphasizes mutual gain and collaboration rather than positional bargaining. The model focuses on interests rather than positions, promoting the idea that parties should separate people from the problem, focus on interests, create options for mutual gain, and use objective criteria to reach agreements.

5 Must Know Facts For Your Next Test

1. Fisher and Ury's Model encourages negotiators to identify and communicate their underlying interests to facilitate collaboration.
2. One key aspect of the model is separating the relationship from the substance of the negotiation, which helps to reduce emotional tension.
3. Creating options for mutual gain involves brainstorming multiple solutions before deciding on one, ensuring all parties can benefit.
4. Using objective criteria helps ensure that the outcomes are fair and based on merit rather than pressure or manipulation.
5. The model has been widely adopted in various fields, including business, law, and diplomacy, due to its focus on win-win outcomes.

Review Questions

• How does Fisher and Ury's Model propose negotiators should handle interpersonal relationships during negotiations?
  • Fisher and Ury's Model suggests that negotiators should separate interpersonal relationships from the substance of the negotiation. This means addressing emotional aspects without letting them cloud the focus on the issue at hand. By doing so, parties can maintain respect and cooperation while working through the details of the negotiation, ultimately leading to more productive discussions.
• In what ways does creating options for mutual gain contribute to successful negotiations according to Fisher and Ury's Model?
  • Creating options for mutual gain is crucial because it encourages collaborative problem-solving and expands the range of possible solutions. By brainstorming multiple alternatives before selecting a final agreement, parties can identify creative solutions that satisfy the interests of all involved. This approach not only fosters goodwill but also increases the likelihood of achieving a satisfactory outcome for everyone.
• Evaluate how Fisher and Ury's Model could change the outcome of a traditional positional bargaining scenario.
  • Fisher and Ury's Model could significantly alter the dynamics in a traditional positional bargaining scenario by shifting the focus from winning or losing to collaborative problem-solving. Instead of each party stubbornly defending their positions, they would explore underlying interests and work together to find solutions that benefit everyone. This could lead to more innovative agreements, reduced conflict, and stronger relationships between negotiating parties, ultimately resulting in a more sustainable outcome.

Related terms

Interest-based Negotiation: A negotiation approach that focuses on the underlying interests of the parties involved rather than their stated positions.

Positional Bargaining: A competitive negotiation strategy where each party takes a position and argues for it, often leading to a win-lose outcome.

Objective Criteria:

Standards or benchmarks that are independent of personal preferences and opinions, used to evaluate options during negotiations.