Roger Fisher

Roger Fisher is one of the most influential names in the field of negotiation and law. A Harvard Law School trained attorney, Fisher is best known for his work as a mediator, negotiator, and co-author of both the book Getting to Yes and the Harvard Negotiation Project. Fisher pioneered the use of principled negotiation, also known as “interest-based” negotiation, which has become the cornerstone of modern negotiation theory.

Fisher grew up in New York City, graduating from Columbia University with degrees in history and economics and then earning his law degree from Harvard Law School. After obtain his law degree, Fisher went on to become the first director of the Harvard Negotiation Project (HNP) in 1979. HNP was dedicated to furthering the dialogue between attorney and mediator in the field of dispute resolution.

Fisher first developed his negotiation theories while working as an attorney with the Harvard Negotiation Project. He was particularly interested in helping negotiators create sustainable agreements and he noticed that many disputes revolved around positional bargaining, a competitive approach that emphasized gaining the upper hand in negotiations. This led Fisher to develop the concept of principled negotiation.

The principles of principled negotiation are the central tenets of Getting to Yes, the book written by Fisher and co-authors William Ury and Bruce Patton. In the book, Fisher and his co-authors argue that to reach a successful outcome, negotiators should focus on the underlying interests rather than pushing for positions. This approach would stress integrity, fairness, and cooperation in negotiations, and would avoid positing parties against each other in a battle for the upper hand.

In addition to Getting to Yes, Fisher is the author of several other works, including Beyond Reason and The Corporate Negotiator. He has also been involved in numerous research projects with the Harvard Negotiation Project, and several of his theories regarding nonviolent communication and communication with enemies have been incorporated into training courses around the world.

Despite his accomplishments, Fisher is best known for his now-legendary approach to negotiation. He continues to lecture and consult internationally on negotiation and dispute resolution, and many of his theories have been applied successfully in the fields of business, international diplomacy, and private family disputes. In 2006, Fisher was awarded the Herman I Durant Award, the highest honor conferred by the International Society for Negotiation and Conflict Resolution, for his invaluable contributions to the field.

Today, Fisher’s theories on negotiation are some of the most widely accepted and utilized in the field. His books continue to be used as a reference by negotiations, mediators, and business leaders around the world. For his unique and influential approach to negotiation, Roger Fisher continues to stand as one of the most influential figures in the industry.