Fisher & Ury Developed Four Principles of Negotiation

Introduction

Before defining a good agreement, Fisher and Ury describe their four principles for effective negotiation. They explain that a good agreement is one that is wise and efficient and which improves the parties' relationship (Fisher & Ury, 1981). Therefore, the authors' goal is to develop a method for reaching good agreements. Negotiations often take the form of positional bargaining, which the authors argue does not tend to produce good agreements. On the other hand, principled negotiation provides a better way of reaching good agreements.

Fisher & Ury Developed Four Principles of Negotiation

Fisher & Ury developed four principles of negotiation (Fisher & Ury, 1981):

Separate People and Issues

The authors believe that separating the people from the issues allows the parties to address the issues without damaging the relationship. They identify three basic sorts of people problems. Firstly, there are differences in perception among the parties. Secondly, emotions are a source of people problems. Thirdly, communication is the main source of people problems. By understanding these issues, negotiators can better navigate the emotional and perceptual challenges that often arise during negotiations.

Focus on Interests

According to Fisher & Ury, "Your position is something you have decided upon. Your interests are what caused you to decide so" (Fisher & Ury, 1981, p. 42). The first step is to identify the parties' interests regarding the issue at hand. Once the parties have identified their interests, they must discuss them together. Parties should keep a clear focus on their interests but remain open to different proposals and positions. This openness can lead to innovative solutions that satisfy the underlying needs of both parties.

Generate Options

The authors identify four obstacles to generating creative options for solving a problem. Firstly, parties may decide prematurely on an option and thus fail to consider alternatives. Secondly, parties may be intent on narrowing their options to find a single answer. Thirdly, parties may define the problem in win-lose terms, assuming that the only options are for one side to win and the other to lose. Lastly, a party may decide that it is up to the other side to come up with a solution to the problem. Overcoming these obstacles requires creativity and a willingness to explore a wide range of potential solutions.

Use Objective Criteria

Three points to keep in mind are: Firstly, each issue should be approached as a shared search for objective criteria. Secondly, each party must keep an open mind. Thirdly, while they should be reasonable, negotiators must never give in to pressure, threats, or bribes. By anchoring negotiations in objective criteria, parties can reach agreements that are fair and justifiable.

Ury's Five-Step Strategy for Negotiating with an Uncooperative Opponent

Ury presents a five-step strategy for negotiating with an uncooperative, intransigent opponent (Ury, 1991):

• Control one’s own behavior for effective negotiating.
• Disarm the opponent by stepping to their side.
• Reframe the dispute in terms of interests rather than positions.
• Draw them from their position to an agreement.
• If step four is refused, offer ways to make it hard for the opponent to say no.

This strategy emphasizes the importance of maintaining composure and strategically guiding the negotiation process, even in challenging situations. By employing these techniques, negotiators can often find a path to agreement, even with difficult counterparts.

Conclusion

Fisher and Ury's principles and Ury's strategies provide a comprehensive framework for effective negotiation. By focusing on interests, generating options, and using objective criteria, negotiators can achieve wise and efficient agreements that enhance relationships. These methods, rooted in principled negotiation, offer a robust alternative to traditional positional bargaining.

References

Fisher, R., & Ury, W. (1981). Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books.

Ury, W. (1991). Getting Past No: Negotiating in Difficult Situations. Bantam Books.