Communication & Stakeholders · Negotiation & customer
Principled Negotiation / Harvard Method
Principled Negotiation · Negotiation framework
Negotiations have turned into positional bargaining and are damaging the relationship.
Why use it
Separate people from the problem, focus on interests, create options, and use objective criteria.
How to apply
- Define the specific management situation and desired outcome.
- Gather the minimum facts, constraints, and perspectives needed to use the tool.
- Apply Principled Negotiation / Harvard Method, make key assumptions explicit, and compare the result with realistic alternatives.
- Record the decision, next owner or action, and a testable criterion for the next step.
Output
An interest-based negotiation strategy grounded in objective criteria.