Negotiation tips: the harvard method
Posted: Wed Jan 22, 2025 6:16 am
Despite many years of experience in negotiation, one never knows how a negotiation can end. Experience gives us guidelines and measures to reach the best position in a negotiation, however, it is an unpredictable process. That is why, in today's article we will tell you how to face this process using the Harvard Method of negotiation , a type of guided negotiation. Keep reading!
What is the Harvard Method of Negotiation?
The Harvard Method of negotiation is a strategic process that focuses on the interests of both parties, rather than positions.
This process is based on intelligence and the generation of mutually beneficial agreements, with limits that must seek the satisfaction of the parties involved in the negotiation.
History of the Harvard Method of Negotiation
harvard method of negotiation
The Harvard Method of negotiation was designed in 1980 by professors Roger Fisher, Bruce Patton and William Ury .
This method has been recognized as one of the most taiwan whatsapp lead effective models of negotiation management based on people, options, interests and criteria integrating seven fundamental principles. Below we tell you what they are. Take note!
1) Alternatives
It is very important to evaluate the different alternatives of each party that show benefits resulting from the negotiation.
Alternatives come to light when there is no immediate agreement, and they appear as the negotiation progresses.
2) Interests
As we have said before, it is very important to separate interests and positions, being objective in what we really want to achieve.
In the Harvard Method of negotiation, it is crucial to set aside impulses that may appear in the negotiation process. Flexible positions will be a factor for success in the negotiation.
On the other hand, one point to take into account, and which favours this flexibility, is the knowledge of the "why" of the interests of each party.
3) Options
Once the positions are known, we must assess what options we have to satisfy the parties by reaching the best possible agreement.
4) Criteria
This point is summed up in the objectivity required in the Harvard Method of negotiation. We must carry out an objective evaluation of the different solutions in order to reach a fair agreement.
5) Relationships
In negotiation we must keep a cool head , relationships should not affect the negotiation, nor should they be a problem that prevents us from moving forward.
During the first contact , we must establish a good relationship with the company, with the intention of maintaining a stable and long-term relationship.
This will make it easier for us to negotiate in subsequent negotiations, and it will be easier to reach a deal that is fair for both parties.
6) Communication
The Harvard Method of negotiation goes hand in hand with agood communication, and both verbal and non-verbal communication will critically influence the outcome of our negotiations.
The goal of establishing the best possible communication is to achieve a relationship of trust with the negotiating party.
7) Commitment
After the negotiation period, it is time to close the deal . Those options that have been accepted as contributing to a mutual good will become part of the agreement.
The commitment can be either verbal or written , detailing what each party will and will not commit to, depending on the outcome of the negotiation.
Without a doubt, the Harvard Method of negotiation is a manual that will help us direct our negotiations to the best possible point, always trying toachieve win-winfor both parties.
What is the Harvard Method of Negotiation?
The Harvard Method of negotiation is a strategic process that focuses on the interests of both parties, rather than positions.
This process is based on intelligence and the generation of mutually beneficial agreements, with limits that must seek the satisfaction of the parties involved in the negotiation.
History of the Harvard Method of Negotiation
harvard method of negotiation
The Harvard Method of negotiation was designed in 1980 by professors Roger Fisher, Bruce Patton and William Ury .
This method has been recognized as one of the most taiwan whatsapp lead effective models of negotiation management based on people, options, interests and criteria integrating seven fundamental principles. Below we tell you what they are. Take note!
1) Alternatives
It is very important to evaluate the different alternatives of each party that show benefits resulting from the negotiation.
Alternatives come to light when there is no immediate agreement, and they appear as the negotiation progresses.
2) Interests
As we have said before, it is very important to separate interests and positions, being objective in what we really want to achieve.
In the Harvard Method of negotiation, it is crucial to set aside impulses that may appear in the negotiation process. Flexible positions will be a factor for success in the negotiation.
On the other hand, one point to take into account, and which favours this flexibility, is the knowledge of the "why" of the interests of each party.
3) Options
Once the positions are known, we must assess what options we have to satisfy the parties by reaching the best possible agreement.
4) Criteria
This point is summed up in the objectivity required in the Harvard Method of negotiation. We must carry out an objective evaluation of the different solutions in order to reach a fair agreement.
5) Relationships
In negotiation we must keep a cool head , relationships should not affect the negotiation, nor should they be a problem that prevents us from moving forward.
During the first contact , we must establish a good relationship with the company, with the intention of maintaining a stable and long-term relationship.
This will make it easier for us to negotiate in subsequent negotiations, and it will be easier to reach a deal that is fair for both parties.
6) Communication
The Harvard Method of negotiation goes hand in hand with agood communication, and both verbal and non-verbal communication will critically influence the outcome of our negotiations.
The goal of establishing the best possible communication is to achieve a relationship of trust with the negotiating party.
7) Commitment
After the negotiation period, it is time to close the deal . Those options that have been accepted as contributing to a mutual good will become part of the agreement.
The commitment can be either verbal or written , detailing what each party will and will not commit to, depending on the outcome of the negotiation.
Without a doubt, the Harvard Method of negotiation is a manual that will help us direct our negotiations to the best possible point, always trying toachieve win-winfor both parties.