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Negotiating Cooperatively Instead of Competitively
Harvard Concept
WHAT IS THE HARVARD CONCEPT?
The Harvard Concept (also called the Harvard Principle or the Harvard Method) is the proven and certified negotiation method of cooperative negotiation. It helps negotiators achieve results to mutual satisfaction.WHY IS THE HARVARD CONCEPT SO WELL KNOWN?
The PON (Program on Negotiation) at Harvard University, which focuses on negotiation, has used interdisciplinarity since 1980, incorporating insights from the disciplines of psychology, law, economics, political science and public relations, and international relations into its methodology. From the beginning, the goal has been to incorporate innovative influences into the more traditional disciplines of negotiation theory.Hardly any other concept is so simple and comprehensive at the same time.
This includes many other successfully proven approaches and theories. In addition, the Harvard concept is globally applicable. Whether in the USA, Germany, China, or Russia, it has proven itself in practice all over the world, regardless of the circumstances. It has been validated as a university concept, and to this day it continues to be developed at the Program on Negotiation.
It is in the interest of all parties involved in a negotiation to apply the rules of a win-win concept and to focus their talks on cooperating, i.e. on working together rather than against each other. Competitive negotiation is more strenuous, costs more energy, and leads to winners and losers. The rule of thumb of the Harvard concept, on the other hand, offers satisfaction, stability, and creative possibilities. It thus enables relationships between the negotiating business partners that are geared toward the long term.
It is in the interest of all parties involved in a negotiation to apply the rules of a win-win concept and to focus their talks on cooperating, i.e. on working together rather than against each other. Competitive negotiation is more strenuous, costs more energy, and leads to winners and losers. The rule of thumb of the Harvard concept, on the other hand, offers satisfaction, stability, and creative possibilities. It thus enables relationships between the negotiating business partners that are geared toward the long term.
WHAT ARE THE PRINCIPLES OF THE HARVARD CONCEPT?
- Distinguish between the subject of the negotiation and the relationship with the negotiating partner. Be soft on the person and stay hard on the issue.
- Focus on interests, not positions.
- Develop as many options as possible together with your negotiator first. Evaluate and decide later.
- Agree on objective criteria and fair procedures for resolving conflicts of interest.
- Decide for, or against, a negotiated outcome by comparing it to your best alternative (BATNA).
Feel free to contact us for a no-obligation consultation!
METHODS
We report on current topics in our blog - take a look!
Book tips
For anyone wanting to deepen their knowledge, we recommend the specialist literature from C-TO-BE. Order directly from us now.Virtual Negotiation. An Optimal Approach to Online Negotiations
Better Negotiating. The Training Book
Flexibel verhandeln. Die vier Fälle der NEGO-Strategie (German version)
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