• It is a neutral, problem-oriented style.
  • Participants are problem solvers.
  • The goal is a fair agreement.
  • Separates people from the problem.
  • Proceeds regardless of conviction.
  • Focuses on interests and not positions.
  • Develops multiple options to choose from, deciding at a later time.
  • Insists on the objectivity of criteria.
  • It is reasonable, surrendering to principles and not to pressure.

(Fisher, Ury, Patton - 2000)