• The model of the ‘third way’ was formulated in 1981 by Roger Fisher, William L. Ury and Bruce Patton, and is based on the Harvard Negotiation Project by Harvard University.
  • The goal is to reach a constructive agreement between the two parties with a Win-Win perspective.
  • Both sides should be able to benefit from negotiation; the relationship should also be maintained.
  • The basic principle is the separation of interests and positions.
  • The ‘third way’ is a “soft” style of negotiation with people and “hard” with problems.