Why Is the Successful Model of Principle-Based Negotiation Shaken?

In 1979, American academics Roger Fisher, a lawyer, and William Ury, an anthropologist, established an ambitious research project on negotiations at Harvard University’s Faculty of Law. Their idea was to thoroughly investigate negotiations considered successful. They talked with dozens of negotiators inquiring into what each considered the reasons for their success. They put the results of their research into multiple academic papers, but what r…