Training

The Harvard Principle – Successful Negotiation with a Win-Win Approach

Many negotiations fail because both sides insist only on positions. The Harvard Principle shows a different way: understand interests, develop shared solutions, and use objective criteria. This creates outcomes that are viable and fair for both sides.

Scenario

In this training, you experience a conversation in which your counterpart initially holds rigidly to their position. As long as you respond in an equally position-based way, the negotiation remains deadlocked. Only when you ask about interests, look for common ground, and propose creative options does the other party open up and agree to a win-win solution.

Learnings

Put interests rather than positions at the center
Clearly separate people from the issue
Develop creative win-win options
Align decisions to objective criteria
Achieve sustainable outcomes

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