Harvard Model of Negotiation

Introduction

• The Harvard Model of Negotiation is based on four principles.
• Principles vs. Rules:
  • Principles offer flexibility and creativity.
  • Rules are too linear and strict, potentially limiting effectiveness.

Four Principles of the Harvard Model

1. Separate the Person from the Issue

• Principle: Separate the person from the issue being negotiated.
• Importance:
  • Negotiate hard but remain friendly and respectful to the individual.
  • The other party is a partner, not an enemy.
• Challenge: Easy to say but hard to implement in real life.

2. Focus on Interests, Not Positions

• Principle: Negotiate based on interests, not positions.
• Example: The Pumpkin Example
  • Different parties had different needs (shell, meat, seeds).
  • Solution found by focusing on interests, not positions.
• Key Takeaway: Interest-based negotiation can lead to win-win solutions.
• Tools: Ask questions to understand the interests of the negotiating parties.

3. Develop Criteria for Solutions

• Principle: Before creating solutions, develop criteria that a good solution must fulfill.
• Example: Choosing a Restaurant
  • Ask the other party what makes a good restaurant (e.g., small menu, quality of light, hygiene).
  • Develop multiple criteria.
• Importance:
  • Opens up multiple options instead of a single fixed solution.
  • Facilitates win-win solutions by satisfying criteria from both parties.

4. Develop Multiple Options

• Principle: Develop several options to choose from before deciding on a solution.
• Importance:
  • Having multiple options gives the sense of choice and control.
  • Evaluate options based on the developed criteria to find the best outcome.

Summary

• The four principles aim to enhance cooperation and minimize competition in negotiations:
  1. Separate the person from the issue.
  2. Focus on interests, not positions.
  3. Develop criteria for solutions.
  4. Create multiple options.
• Following these principles increases the likelihood of a successful and cooperative negotiation.

Next Steps

• The next chapter will discuss pathways through conflicts and how to apply these principles in real-life scenarios.