The Harvard negotiation model somehow changes the traditional approach to negotiating talks, in which the finale is based on the win-lose principle. For the Harvard model, the trend is focused on the win-win model.
Where did the Harvard model of negotiations come from and what is its genesis? What principles are the negotiators following the Harvard model of negotiation guided by? What are the benefits of using this conversation model?
Harvard negotiation model - history of the uprising
The Harvard negotiation model was initiated by a team consisting of Roger Fisher, William Ura and Bruce Patton at the turn of the 1970s and 1980s. It began with the Harvard Negotiation Project, which found its finale in the publication of the book "Getting to YES. Negotiating without giving up. " The book was a textbook for active negotiation practitioners, which is why it did not include the methodologies of the research negotiation process. There were, however, detailed descriptions of the techniques whose use was to lead to successful talks with contractors. The methods described in it have become the basis for the training of new generations of negotiators around the world.
Harvard model of negotiations - on what principles is it based?
The idea of the Harvard model of negotiations assumes the transformation of the course of talks from the nature of competition to the nature of cooperation. Thanks to this it is possible to come to solutions that give equal satisfaction to both parties.
What does it look like during negotiations? Well, this may mean that the path prepared so far must be abandoned and a completely new one adopted. The only difference is that the course of this path is based on the involvement of both sides in negotiation talks, and not only a confrontation of previously adopted assumptions and strategies. In the Harvard negotiation model, we treat the other side not as a rival, but as an ally. We are looking for a common goal and we must find the right way to achieve it so that no one is lossy. The perspective of relations after finalizing the transaction is also important. It assumes long-term cooperation, not just temporary and one-time satisfaction.
Business negotiations in the Harvard model - what are their benefits?
Business negotiations based on the Harvard model primarily involve mutual respect and focus on the problem. They rely on a soft approach to the other party to negotiations, but a hard approach to obstacles and barriers that stand in the way of achieving the intended goal. The negotiation process itself takes place in an atmosphere of active listening, flexibility and sticking to clearly defined rules.
It can generally be said that the Harvard negotiation model is a soft variation of positional negotiations.
How to choose the best negotiation strategy?
Choosing the best negotiation strategy is never universal. The specific model should be chosen taking into account many factors, such as the final goal or the contractor with whom we will negotiate. To be well prepared for negotiations, it is worth training constantly, diversifying the models used. This exercise should be worked out during business negotiation workshops, taking part in a Negotiation Tournament or using a Negotiationa Sparring Partner.