The Harvard Principles of Negotiation

Summary

The Harvard model of negotiation emphasizes four key principles to foster cooperation and avoid competition. These principles include separating the person from the issue, focusing on interests rather than positions, developing criteria for a satisfactory solution, and creating multiple options to choose from. By adhering to these principles, negotiators can achieve win-win outcomes, ensuring that relationships are not compromised and interests are effectively addressed.

Takeaways

• 📚 The Harvard model of negotiation is based on principles rather than rules to allow for more organic and creative negotiation processes.
• 🤝 The first principle emphasizes the importance of separating the person from the issue to maintain a positive relationship while negotiating hard.
• 🎯 The second principle advocates for interest-oriented negotiation rather than position-focused negotiation to find win-win solutions.
• 🔍 The third principle suggests developing criteria that a good solution must meet before creating a solution, which opens up more options for negotiation.
• 📋 The fourth principle is about creating multiple options to choose from, evaluated against the agreed criteria, to increase the likelihood of a sustainable and accepted solution.
• 👥 It's crucial to understand that the other party is not an enemy but a partner in the negotiation process, which is key to achieving mutual interests.
• 🚫 Avoiding the tendency to give in or be overly accommodating in negotiations with likable counterparts to maintain fairness and balance.
• 🚀 The Harvard model promotes the idea that negotiation should be about cooperation and avoiding competition, which can lead to more effective outcomes.
• 🧐 The transcript illustrates the importance of asking the right questions to uncover the interests of the parties involved in the negotiation.
• 🍽️ An example is given about choosing a restaurant, where establishing criteria for a 'good restaurant' can lead to multiple options that satisfy everyone's preferences.
• 🛑 The transcript warns against rushing into solutions and emphasizes the need for thorough exploration of interests and criteria before settling on a solution.

Q & A

What is the Harvard model of negotiation based on?

The Harvard model of negotiation is based on four principles that emphasize a cooperative approach to negotiation rather than a competitive one.

Why did the Harvard model choose to use principles instead of rules?

Principles offer more flexibility and creativity compared to rules, which can be too linear and strict, potentially stifling the organic nature of cooperation in negotiations.

What is the first principle of the Harvard model of negotiation?

The first principle is to separate the person from the issue, meaning to negotiate hard on the issues without being unfriendly towards the other party.

Why is it important to separate the person from the issue in negotiations?

It is important to maintain a positive relationship and to understand the interests of the other party, as they are not the enemy but a partner in reaching a mutually beneficial agreement.

What is the second principle of the Harvard model?

The second principle is to negotiate interest-oriented rather than position-focused, which helps in finding win-win solutions by understanding the underlying interests of all parties involved.

Can you provide an example to illustrate the principle of interest-oriented negotiation?

In the pumpkin example, three people wanted the same pumpkin for different reasons. By focusing on their interests (shell for a mask, soup, or seeds) rather than their positions, a win-win solution was found where everyone got what they needed.

What is the third principle of the Harvard model?

The third principle is to develop criteria that a good solution must fulfill before creating a solution. This helps in broadening the options and finding a solution that meets the interests of all parties.

Why should we agree on criteria before creating a solution in negotiations?

Agreeing on criteria ensures that any solution proposed meets the necessary conditions for acceptance by all parties, thus increasing the likelihood of a win-win outcome.

What is the fourth principle of the Harvard model?

The fourth principle is to develop several options to choose from, rather than focusing on a single solution, which allows for a more sustainable agreement as parties feel they had a choice.

How does offering multiple options contribute to the sustainability of a negotiated solution?

Offering multiple options allows parties to evaluate and choose the best one based on agreed-upon criteria, leading to a greater sense of ownership and satisfaction with the final agreement.

How does the Harvard model of negotiation aim to avoid competition and promote cooperation?

By following the four principles—separating the person from the issue, negotiating interest-oriented, developing criteria for solutions, and creating multiple options—negotiations are more likely to result in cooperative outcomes that avoid competitive, win-lose scenarios.