The Harvard model of negotiation - what is it?

The Harvard model of negotiation is, in a way, changing the traditional approach to conducting negotiation talks, where the final is based on a win-lose basis. With the Harvard model, the trend focuses on a win-win model.

Where did the Harvard model of negotiation come from and what is its genesis? What principles guide negotiators using the Harvard model of negotiation? What are the benefits of using this model of negotiation?

The Harvard model of negotiation - a history of its origins

The Harvard model of negotiation was started by a team consisting of Roger Fisher, William Ury and Bruce Patton in the late ’70s and early ’80s. It began with the Harvard Negotiation Project, which culminated in the publication of a book entitled The Negotiation Project. „Getting to YES. Negotiating without giving up.”. The book was a textbook for active negotiation practitioners, so the methodologies of the research conducted on the negotiation process were not included. What was included, however, were detailed descriptions of the techniques whose application would lead to the successful conclusion of talks with counterparties. The methods described in the book became the basis for training new generations of negotiators worldwide.

The Harvard model of negotiation - what principles is it based on?

The idea of the Harvard model of negotiation involves reformatting the conduct of discussions from a competitive to a collaborative nature. In this way, it is possible to arrive at solutions that give equal satisfaction to both parties.

How does this look in the course of negotiations? Well, it may mean that the path prepared so far has to be abandoned and a completely new one adopted. The difference is that the course of working out this path is based on the involvement of both sides in the negotiation talks, rather than simply confronting previously accepted assumptions and strategies. In the Harvard model of negotiation, we treat the other party not as a rival, but as an ally. We are looking for a common goal and we need to find the right way to achieve it so that no one loses out. The perspective of the relationship after the transaction is finalised is also important. This is because it presupposes long-term cooperation and not just momentary and one-off satisfaction.

Business negotiations in the Harvard model - what are the benefits?

Business negotiations Based on the Harvard model, they involve first and foremost mutual respect and a focus on the problem. It involves a soft approach to the other party in the negotiation, but a hard approach to the obstacles and barriers that stand in the way of achieving the desired goal. The negotiation process itself takes place in an atmosphere of active listening, flexibility and adherence to clearly defined common principles.

It can generally be said that the harvard model of negotiation is a soft variant of positional negotiation.