Why Ury's Model of Negotiating Works

Ury’s Negotiation Concept

What stood out to me about Ury’s concept of principled negotiation was the idea that win-win scenarios can be achieved with a little work and consideration. Ury’s concept of principled negotiation is based on the idea that parties in a conflict should aim to find a solution that is mutually beneficial, rather than simply trying to win at the expense of the other side. This approach requires willingness to compromise, and an understanding that both sides have something to offer (Fisher & Ury, 1991). In addition, Ury’s concept recognizes that people are often more concerned with their own interests than with the interests of others. As a result, he advocates for a “win-win” approach in which both sides feel that they have gained something from the agreement. Its successful implementation, however, depends upon one’s ability to listen and move the discussion from a stalemate to an agreement through understanding the needs of the counterparty (TEDx, n.d.; TED, n.d.).

As a school principal, I expect to be frequently faced with situations that require negotiation in order to resolve. For example, when two teachers have a conflict over the use of classroom space, I will need to negotiate a solution that is fair and acceptable to both parties. In these types of situations, I would expect to find that Ury’s concept of principled negotiation can be very helpful. This approach would require me to listen and consider the interests of all parties involved, and try to find a solution that satisfies as many of those interests as possible. In my experience, this approach should lead to fairer and more durable solutions than if I had simply tried to impose my own view on the situation. For that reason, I believe that Ury’s concept of principled negotiation is a valuable tool that can be applied in many different types of situations.