The Harvard Principles of Negotiation

Introduction

This tutorial covers the Four Harvard Principles of Negotiation, as outlined in the book "Getting to Yes" by Roger Fisher and William Ury. These principles provide a framework for effective negotiation, emphasizing collaboration and mutual benefit, making them relevant in personal and professional settings.

Step 1: Separate The Person From The Issue

• Focus on the problem, not the individuals involved.
• Avoid personal attacks or emotional responses that can cloud judgment.
• Use the following strategies:
  • Active Listening: Pay attention to the other party's perspective to understand their viewpoint.
  • Empathy: Acknowledge their feelings and concerns to build rapport.

Step 2: Focus On Interests, Not Positions

• Identify the underlying interests behind each party's stated positions.
• Use these tips to explore interests:
  • Ask Open-Ended Questions: Encourage discussion about their needs and motivations.
  • Share Your Interests: Be transparent about your own goals to foster a collaborative atmosphere.

Step 3: Generate Options For Mutual Gain

• Brainstorm potential solutions that satisfy both parties' interests.
• Consider the following approaches:
  • Creative Problem Solving: Think outside the box for win-win scenarios.
  • Multiple Options: Propose several alternatives to find common ground.
• Evaluate ideas together to determine what works best for everyone involved.

Step 4: Insist On Using Objective Criteria

• Base agreements on fair and objective standards rather than subjective opinions.
• Implement these practices:
  • Use External Standards: Refer to industry benchmarks or expert opinions to support your position.
  • Negotiate Based on Facts: Avoid emotional arguments; rely on data and logical reasoning.

Step 5: What to Do If The Other Party Is More Powerful

• Prepare for negotiations with a more powerful counterpart by:
  • Building Your BATNA (Best Alternative to a Negotiated Agreement): Know your alternatives if the negotiation fails.
  • Focus on Mutual Benefits: Emphasize shared interests to create a collaborative atmosphere.

Step 6: What to Do If The Other Party Won't Use Principled Negotiation

• If the other party is unreasonable:
  • Stay Calm and Respectful: Maintain professionalism despite their behavior.
  • Redirect the Conversation: Gently guide discussions back to the principles of negotiation.
  • Know When to Walk Away: Be prepared to disengage if the negotiation becomes destructive.

Conclusion

The Four Harvard Principles of Negotiation provide a structured approach to resolving conflicts and achieving mutually beneficial outcomes. By separating individuals from issues, focusing on interests, generating creative options, and using objective criteria, you can enhance your negotiation skills. Remember to prepare for different scenarios, including dealing with power imbalances and uncooperative parties. Implement these principles in your next negotiation to foster better relationships and outcomes.