What is the Harvard Method of Negotiation?

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It is precisely for this reason that the Harvard negotiation model is becoming increasingly popular. Since its name is associated with the quality of the American educational institution of the same name, it is already known that this is a technique that can offer quality in business management .

However, to apply it in a way that reaps positive results , it is essential to have in-depth knowledge about the subject. By seeking this knowledge and becoming an expert in the area, you acquire information that is decisive during negotiations that precede important contracts.

Learn with IPOG about the Harvard negotiation model brazil mobile database that emerged in 1981 and is extremely useful in helping you close deals .

The Harvard method of negotiation emerged in 1981 in the book “ Getting to Yes: How to Negotiate Agreements Without Making Compromises ”, written by Roger Fisher, Bruce Patton and William Ury. At the time, Fisher and Ury were responsible for a negotiation program at Harvard University in the United States and created what they call four fundamental points to guide a negotiation .

The techniques were successful at that time and, even today, are recognized as some of the most useful in the world.

For the authors, negotiation should be guided by mutual benefit and not related to success to the detriment of the opposing side. In other words, the Harvard method considers that successful negotiation is one that generates advantages for all parties involved in a contract.

In fact, the book cited above advocates the position of intermediary for the person responsible for the negotiation. Therefore, all agreements must be mutually advantageous to the parties and without any type of aggressive approach.

The work extinguishes the thought of rivalry and deals with negotiation in a constructive way , that is, based on the understanding of divergences, limitations and opinions contrary to the current negotiation.

It is worth noting that the Harvard method is not limited to this. On the contrary, with an understanding of the current difficulties, those involved in the current negotiation seek together ways to overcome any obstacles during the process.

Therefore, it is possible to achieve more interesting results for everyone and with the chance of a more lasting partnership .