The four principles of Harvard Negotiations came from the Harvard Negotiation Project which states the principle for coming to a mutually acceptable agreement. The four principles are (1) separate the people from the problem assumes an individualist value set, (2) focus on interest not positions assumes a not-too-large power distance, (3) inventing options for mutual gain assumes a tolerance for new solutions and (4) insisting on using objective criteria assumes that there is a shared objective between the parties.
Step 1: Separate the people from the problem
Whether you are taking part in budget negotiations, discussing prices and purchase quantities with a supplier or the conditions of employment in your ward with your assistant doctors – you are not dealing with abstract representatives, but with human beings. Humans who are motivated by emotions and values, or who have conflicting points of view are not necessarily predictable. This human aspect may be helpful when negotiating, but it can also be troublesome. A close personal relationship, trust and respect cause us to give in more quickly. Anger, fear and frustration stand in the way of a positive outcome.
Therefore, it is recommendable not to let personal relationships interfere with factual debates when negotiating. In order to achieve this aim, you first need to understand your counterpart as a human being. Only this will enable you to prevent different ideas, emotions or misunderstandings from standing in the way of a good, appropriate negotiation outcome – if the ideas are not precise, try to specify them. If emotions boil over, find ways of lowering the level of agitation. In the case of misunderstandings, improve the comm...
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...ers from different countries. There is a number if demands that need to be focused on before the intercultural negotiations can take place language and communication skills to guarantee that the message is understood in the way that it was meant by both parties.
Morrow, Lance (Monday, Dec. 07, 1981). "The Dance of Negotiation". Time. http://www.time.com/time/magazine/article/0,9171,953270-1,00.html. Retrieved 2011-02-26.
Piele, Philip K.; Stuart C. Smith (May 12, 1987). "Alternatives To adversarial negotiations being used successfully". Eugene Register-Guard. http://news.google.com/newspapers. Retrieved 2011-02-26.
. Business Week. July 6, 1998. http://www.businessweek.com/1998/27/b3585036.htm. Retrieved 2011-02-26.
. Business Week. December 3, 2007. http://www.businessweek.com/magazine/content/07_49/b4061103.htm. Retrieved 2011-02-26.
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