Harvard Negotiation Model Principles

The Harvard model of negotiation emphasizes four principles: separating people from issues, focusing on interests rather than positions, developing criteria for solutions, and offering multiple options. These principles aim to foster cooperation and creativity in negotiations, avoiding rigid rules that may hinder effective outcomes. By understanding and applying these principles, negotiators can achieve win-win solutions and maintain positive relationships.

Why does the Harvard model prefer principles over rules?

• Principles are stricter than rules.

• Principles are more flexible and allow for creativity.

• Rules are easier to follow.

• Rules ensure better cooperation.

What is the first principle of the Harvard model of negotiation?

• Separate the person from the issue.

• Negotiate based on rules.

• Focus on positions.

• Develop multiple options.

How can separating the person from the issue benefit negotiations?

• It focuses on winning at all costs.

• It ensures a quick resolution.

• It helps maintain a positive relationship.

• It allows for more aggressive tactics.

What does the second principle of the Harvard model emphasize?

• Focusing on interests rather than positions.

• Developing a single solution.

• Negotiating based on positions.

• Ignoring the interests of others.

In the pumpkin example, what was the key to finding a win-win solution?

• Understanding the interests of each person.

• Ignoring the interests of the parties.

• Dividing the pumpkin equally.

• Focusing on the positions of each person.

What is the third principle of the Harvard model?

• Develop criteria for solutions.

• Focus on positions.

• Negotiate quickly.

• Choose a single solution.

Why is it important to develop criteria for solutions?

• To limit the number of options.

• To ensure solutions meet the needs of all parties.

• To speed up the negotiation process.

• To focus on winning.

What is the fourth principle of the Harvard model?

• Negotiate based on rules.

• Focus on positions.

• Generate multiple options to choose from.

• Develop a single solution.

How does having multiple options benefit the negotiation process?

• It ensures a quick decision.

• It limits creativity.

• It enhances the sustainability of the solution.

• It focuses on a single outcome.

What is the overall goal of following the four principles of the Harvard model?

• To achieve cooperation and avoid competition.

• To develop a single solution.

• To ensure competition.

• To focus on winning at all costs.