The Harvard Principles of Negotiation

Harvard Model of Negotiation: Principles and Insights

Introduction to the Harvard Model

• The Harvard model of negotiation is based on four principles, emphasizing the importance of principles over rules.

• Principles allow for flexibility and creativity in negotiations, while rules can be too rigid and linear.

Importance of Separating People from Issues

• The first principle is to separate the person from the issue, which helps avoid personal conflicts during negotiations.

• Understanding the interests of others is crucial; they should be seen as partners rather than enemies.

Focus on Interests Rather Than Positions

• The second principle emphasizes negotiating based on interests instead of positions, illustrated by a pumpkin example where different needs led to a win-win solution.

• This approach encourages finding solutions that satisfy all parties involved by focusing on underlying interests rather than fixed positions.

Establishing Criteria Before Solutions

• The third principle suggests developing criteria that must be met before proposing solutions, preventing premature conclusions and fostering better outcomes.

• By identifying conditions for a satisfactory solution (e.g., restaurant preferences), negotiators can explore multiple options that meet these criteria.

Generating Multiple Options for Better Choices

• The fourth principle advocates for generating various options before making a decision, enhancing choice and satisfaction in negotiations.

Negotiation Principles

Key Principles of the Harvard Model of Negotiation

• The Harvard model emphasizes evaluating three to four options based on established criteria, leading to more sustainable solutions as parties feel they have a choice.

• The four principles include:

• Separate the person from the issue: Focus on resolving the problem rather than personal conflicts.

• Negotiate interests, not positions: Understand underlying interests instead of rigid positions.

• Develop criteria for good solutions: Establish what makes a solution acceptable before negotiating.