The Harvard principles of negotiation

Question 1

Separate the person from the Issue

Answer 1

Recognize that personal emotions and relationships can influence negotiations. It’s essential to address the problem independently of the individuals involved, ensuring that interpersonal issues don’t cloud judgment or hinder progress.

Question 2

Focus on Interests, Not Positions

Answer 2

Instead of concentrating on fixed positions or demands, delve into the underlying interests and needs of all parties.

Question 3

Generate Options for Mutual Gain

Answer 3

Encourage collaborative brainstorming to develop a variety of possible solutions before deciding. This creative process aims to find outcomes that satisfy the interests of all parties, leading to win-win scenarios.

Question 4

Insist on Using Objective Criteria

Answer 4

Base the negotiation on fair, independent standards and benchmarks. By referring to objective criteria, parties can reach agreements perceived as fair and legitimate.