Harvard Negotiation Method

Roger Fisher & William Ury

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Elements of the Harvard Negotiation Method

II Focus on interests not on

positions
I. Separate the people from
the problem

III. Invent option for

mutual gain
IV. Insist on using objective
criteria

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In this video we are going to talk
about the first principle of the
Harvad Negotiation Method

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Elements of the Harvard Negotiation Method

I. Separate the people from

the problem

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 Separate the people from problem
• Negotiators are people first
• Two basic interests: the
substance and the
relationship
• Positional bargaining puts
the two in conflict
• Deal with relationship as a
separate consideration

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 Separate the People From the Problem

• As you identify the problem, make sure you can distinguish

between the issues to be solved and the people involved. Try
to:
– understand their perceptions
– monitor their emotions
– communicate effectively

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 Perceptions

Understanding the other side's thinking is not simply a

useful activity that will help you solve your problem.

Their thinking is the problem. Whether you are making

a deal or settling a dispute, differences are defined by
the difference between your thinking and theirs.

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 Manage perceptions

• Put yourself in their shoes

• Ask them about their
perceptions
• Talk about your perceptions
• Talk about their perceptions

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 Emotions

In a negotiation, particularly in a bitter dispute,

feelings may be more important than talk.
The parties may be more ready for battle than
for cooperatively working out a solution to a
common problem.

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 Emotions

. People often come to a negotiation realizing

that the stakes are high and feeling
threatened. Emotions on one side will
generate emotions on the other. Fear may
breed
anger, and anger, fear. Emotions may quickly
bring a negotiation to an impasse or an end.

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Control Emotions

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 Communication

Without communication there is no negotiation. Negotiation is a process of

communicating back and forth for the purpose of reaching a joint decision.
Communication is never an easy thing, even between people who have an
enormous background of shared values and experience.

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 Communication

Couples who have lived with each other for thirty years still have
misunderstandings every day. It is not surprising, then, to find poor
communication between people who do not know each
other well and who may feel hostile and suspicious of one another.

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 Communication
• Use active listening
• Acknowledge what is said but do not use paraphrasing to restate
their perception
• Restate their position positively
• Speak to be understood
• Speak about yourself not them
• Speak for a purpose

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Fisher R, Ury W: Getting to