Four Principles of Harvard Negotiation

Paper Summary:

This paper reviews the intricacies of negotiating by looking at the four principles of the Harvard approach to negotiations. The paper examines the desirability of the Harvard principles versus the clear undesirability of some of the alternatives and looks also at the Best Alternative to a Negotiated Agreement (BATNA) because it offers a guideline for understanding what the real purpose of negotiating should be. In the final analysis, negotiating is never an easy task but it is one made infinitely simpler through thoughtfulness and flexibility.

From the Paper:

" Negotiating is one of more important things people must learn how to do - and most of us do not do it very well at all. The following paper will review the four Harvard principles of negotiation and will also examine why this approach is preferable to other tactics frequently employed by "zero-sum" lawyers and obstinate clients. No less importantly, the paper reviews the common "sand traps" which thwart all-too-many negotiations and concludes with a review of the concept of Best Alternative to a Negotiated Agreement or BATNA. In the end, flexibility in negotiations beats inflexibility every time. To begin with, negotiation is something that can only find success if responsible, rational behavior trumps personal piques and/or personal dislikes. "

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