The Harvard Principles of Negotiation

Summary

This lesson covers the Harvard principles of negotiation, which emphasize separating the person from the issue, focusing on interests rather than positions, generating options for mutual gain, and using objective criteria. These principles, developed through the Harvard Negotiation Project and featured in the book 'Getting to Yes,' aim to improve negotiation outcomes and preserve relationships. Key strategies include understanding the other party's perspective, brainstorming alternative solutions, and handling difficult tactics like power imbalances or dirty tricks. By practicing these techniques, one can become a more effective negotiator.

Takeaways

• 🔑 Negotiation is a vital skill for daily life, whether dealing with work, relationships, or personal matters.
• 📖 The Harvard Principles of Negotiation were developed by the Harvard Negotiation Project and popularized in the book 'Getting to Yes' by Roger Fisher and William Ury.
• 🤝 Principle 1: Separate the person from the issue. Recognize that emotions can cloud the negotiation process, and it’s important to focus on the problem, not the individual.
• 🧠 Positional bargaining leads to poor outcomes, inefficiency, and can harm long-term relationships.
• 🍊 Use the orange analogy to understand interests: Splitting an orange doesn’t satisfy both parties if their underlying interests differ (e.g., one wants the peel, the other the seeds).
• 🎯 Principle 2: Focus on interests, not positions. Understand why the other party wants something, not just what they want, to create better outcomes.
• 💡 Principle 3: Generate options for mutual gain. Encourage idea generation, avoid narrowing choices too soon, and seek solutions that satisfy both sides’ interests.
• ⚖️ Principle 4: Insist on using objective criteria to avoid subjective disputes. Rely on facts and standards outside of personal interests to reach an agreement.
• 💪 Developing your BATNA (Best Alternative to a Negotiated Agreement) strengthens your position and provides more power in negotiations.
• 🛡️ Handle unfair tactics by recognizing them, calling them out, and negotiating about the negotiation process itself to establish fair rules.

Q & A

What is the main goal of the Harvard principles of negotiation?

The main goal of the Harvard principles of negotiation is to improve negotiation outcomes by focusing on understanding interests, generating options for mutual gain, and using objective criteria, rather than engaging in positional bargaining.

Why is positional bargaining considered a bad approach to negotiation?

Positional bargaining is considered bad because it often results in suboptimal outcomes, is inefficient, and can damage long-term relationships between negotiating parties.

What does it mean to 'separate the person from the issue' in a negotiation?

Separating the person from the issue means focusing on the problem at hand rather than viewing the other party as an adversary. It involves understanding their perspective and emotions, which can lead to more effective negotiations.

Why is it important to focus on interests rather than positions in a negotiation?

Focusing on interests rather than positions allows parties to address the underlying concerns and desires of both sides, leading to solutions that better satisfy the needs of each party, as opposed to rigidly defending positions.

How can negotiators generate options for mutual gain?

Negotiators can generate options for mutual gain by brainstorming ideas without immediate judgment, broadening their scope of options, and focusing on creating solutions that satisfy both sides' interests.

What is the role of objective criteria in negotiation?

Objective criteria are independent facts or standards used to resolve differences in negotiations, helping to shift the conversation away from subjective demands and towards solutions based on fairness or external benchmarks, such as market value or industry practices.

What is BATNA, and why is it important in negotiations?

BATNA stands for Best Alternative to a Negotiated Agreement. It is important because it provides negotiators with a fallback option if the current negotiation fails, increasing their leverage and confidence during the process.

How should negotiators handle situations where the other party uses win-lose tactics or personal attacks?

In such situations, negotiators should stay calm and continue using principled negotiation techniques, use 'negotiation Jiu-Jitsu' to deflect attacks by asking for reasoning, and, if necessary, involve a third party to mediate.

What are some common traps people fall into when generating options in negotiation?

Common traps include judging ideas too quickly, narrowing options too early, assuming that the negotiation is a win-lose scenario, and ignoring the interests of the other party.

How can negotiators address dirty tricks used by the other party?

To address dirty tricks, negotiators should first recognize the tactic, call it out, and then negotiate the rules for how the negotiation should proceed, ensuring both parties agree on fair processes.