Harvard principled negotiation

The big picture

Harvard principled negotiation provides a framework for integrative bargaining. It was designed by Harvard Professor Roger Fisher and William Ury, Distinguished Harvard Fellow, as a method of negotiation which would preserve excellent business relationships through ‘wise agreement’.

It is based on four simple principles:

  1. Separate the people from the problem.
  2. Focus on interests, not positions.
  3. Invent options for mutual gain.
  4. Insist on objective criteria.

It moves away from negotiation as confrontation towards negotiation as collaboration.

When to use it

Use these principles in any negotiation in which distributive bargaining is not absolutely necessary.

How to use it

1 Separate the people from ...

Get Key Management Development Models now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.