Does the Fisher, Ury Model Work? Dissertation

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Negotiation Skills

A High Impact Negotiations Model: An Answer to the Limitations of the Fisher, Ury Model of Principled Negotiations

This study aims to discover the ways in which blocked negotiations can be overcome by testing the Fisher, Ury model of principled negotiation against one of the researcher's own devising, crafted after studying thousands of negotiation trainees from over 100 multinational corporations on 5 continents. It attempts to discern universal applications of tools, skills, and verbal and non-verbal communication techniques that may assist the negotiator in closing deals with what have been "traditionally" perceived as "difficult people." This study concludes that there are no such "difficult people," but rather only unprepared negotiators. The study takes a phenomenological approach to negotiations, with the researcher immersing himself in the world of negotiation training from 2012-14, for several major multinational corporations, intuiting the failings of the negotiators with whom he comes in contact, drafting and testing his own model for negotiators and testing it over the years. The overwhelming amount of positive feedback encourages the researcher to conclude that the Fisher, Ury model of principled negotiation, though helpful, is flawed in its approach. The researcher asserts that a fundamental understanding of human nature and of human relationships is essential in closing blocked negotiations and elevating one's success rate, and that this fundamental or "deep" understanding can be acquired through the proper training, the avoidance of open questions, and the following of a complete or whole package negotiation model, which incorporates cues gleaned from the "deep" understanding of the ways in which people interact, the possible motives they may have for behavior, a refrain from judgment, and an insistence upon collaboration.

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Table of Contents

List of Figures 7

Chapter 1: Introduction 9

Statement of Problem 9

Research Questions 10

Purpose Statement 13

Significance of Study 13

Definition of Terms 15

Limitations of Study 21

Assumptions 22

Organization of Study 23

Summary 23

Chapter 2: Review of Selected Literature 25

Literature Review Collection Procedure 25

History of Research 26

Negotiation Models 28

Objectivity vs. Subjectivity 45

What are the limits of skepticism? 45

What are the differences between the mind and the brain? 45

Importance of Negotiation 48

In Relation to this Study's Research Questions 51

Current Selection Processes 58

Recommended Selection Processes 59

Summary 60

Chapter 3: Methodology 62

Data Analysis Approach 62

Intuiting Solutions to Problems 65

No Closed Questions -- Only Open-Ended Questions 68

Educating the Trainees to Educate Their Negotiating Counterparts

Instructing Trainees on the "Principle" of High Impact Negotiating

Teaching the Principle of "High Impact Negotiations" through

Negotiation Analysis: An Illustrative Exercise 72

High Impact Model of Negotiation 85

Data Collection Method: Active Participation and Interviews

with Participants 86

Why This Approach 87

Data Source Rights of the Participants 87

Legal Issues 88

Summary 88

Chapter 4: Results 90

Overview 90

The Follow-Up Coaching Call 92

A Better Success Rate 106

Summary 107

Chapter 5: Discussion 109

Practical Application of Results 114

Suggestions 116.....

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"Does The Fisher Ury Model Work " (2014, December 09) Retrieved April 28, 2025, from
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"Does The Fisher Ury Model Work " 09 December 2014. Web.28 April. 2025. <
https://www.aceyourpaper.com/essays/fisher-ury-model-work-2154256>

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"Does The Fisher Ury Model Work ", 09 December 2014, Accessed.28 April. 2025,
https://www.aceyourpaper.com/essays/fisher-ury-model-work-2154256
   

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