Harvard Concept (Win-Win)
Learn the Harvard Negotiation Concept (Win-Win). Separate people from the problem, focus on interests, and invent options for mutual gain.
What is it?
Developed by the Harvard Negotiation Project, this principled framework focuses on achieving 'Win-Win' outcomes. Rather than haggling over fixed positions, negotiators are taught to look deeper into the underlying interests of both parties. It shifts the dynamic from a combative tug-of-war to a collaborative problem-solving exercise.
How it works
Separate the people from the problem.
Focus on interests, not rigid positions.
Invent options for mutual gain.
Insist on using objective criteria to reach an agreement.
Real World Example
Scenario:
Negotiating a vendor contract where the vendor insists on a 20% price increase due to inflation.
We have no choice but to increase our fees by 20%. Inflation is killing our margins.
I understand inflation is putting pressure on your costs. However, a 20% flat increase breaks our budget. Instead of just looking at the price, what if we extended the contract term from 1 year to 3 years to give you guaranteed revenue, in exchange for keeping the increase capped at 5%?
When to use this strategy
Ideal for long-term B2B relationships, team collaborations, and situations where preserving the relationship is just as important as the outcome itself.
Configure Scenario
Separate people from the problem. Invent options for mutual gain. Insist on objective criteria.
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