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- I want to tell you something about the Harvard concept today.
- The Harvard-Concept is a method of negotiation
- • It was developed by Roger Fisher and William L. Ury at the Harvard-University.
- • The aim: to have a Win-Win-situation for both negotiators
- Win-Win-situation: a solution that benefits both sides.
- •The Harvard-Concept comprises four principles. I want to explain the principles by a role play.
- This is Lotta and Merle. They share a flat.
- L:hi I have to talk with you. Do you have time to talk, now?
- M: hi yes, we can talk now. What happened?
- L: I think you did not clean the kitchen this week and it is very dirty. Is it possible to do it now?
- M: oh, oki
- ! But I think it is not soo dirty and also you ate my pasta yesterday. So why do I have to clean the kitchen now?
- The first principle is to separate interests and persons.
- There are 2 levels. The pesonal and factual Level.
- -personal level: you ought to be friendly to the people
- -factual level: you ought to be strong during negotiations
- -it is important that you don´t mix personal and factual Level
- Merle didn't do that.
- Merle saw the negotiation as a conflict and she didn't separate the two levels. She had no strong arguments.
- Let's go on!
- L: oh sorry, but that's is an other topic. Can you do it now?
- M: oki I will do it.
- J: after Merle cleaned the kitchen, it wasn't done properly.
- Lotta and Merle are not really happy, because they didn't know the interests behind there Actions.
- That's is the 2. Principle.
- 2. Interests
- ◦ There is the level of the position and the level of interest
- ◦ it is good to focus on interests.
- it is impoertant to share your own interests
- and to understand the real interests of the opposite
- If only the position is shown, then the two contender parties become more uncompromising, thus it is more difficult to find a solution
- In this role play Merles interest was to have a date with a nice boy and she didn't want to be late. She wanted to clean the kitchen, but not at that time. If Lotta had known this, maybe they would have found a better solution.
- 3. the 3. principle is to note various options
- ◦ Create many options to get the best solution for both parties
- ◦ Create space for creative solutions
- ◦ Also it is importent that negotiating partners should be flexible and open
- ◦ Sometimes it is a good way to offer additional options
- for example Merle would have cleaned the kitchen and emptied the garbage the next day. So lotta would be happy that Merle cleaned and emptied the garbage. Merle is happy that she is not late at her date. That is a win win situation for both.
- the 4.principle is to use objective criteria
- ◦ the negotiatiors should find and agree with objective criteria
- ◦ it is importent to have good, strong and logical Arguments
- and to look behind tactics
- ◦ also, Do not demean arguments
- and give examples of objective criteria
- In this roll play they could have asked an other flat-sharing community, how they deal with this problem.
- If Merle and Lotta had known the Harvard concept, they would have found the best solution.
- the Method is Solution-oriented (Lösungsorientiert)
- - it has a great opportunity for Action (-Große Chance zum Handeln)
- - and Possibilities of a general cooperation (Möglichkeiten einer allgemeinen Zusammenarbeit)
- - Negotiators have to know the method for a fair negotiation.
- - very general
- - Both sides must have the same information for a good Agreement.
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