HARVARD METHOD

HARVARD METHOD

1. NEGOTIATOR: person

   • motivations
     • social: altruistic and cooperative inf (prosocial- integrative) competitive inf and individualistic (selfish)
       • SOCIAL MOTIVATION AND STRATEGIC CHOICE: cooperation and motivation key problem solving behaviour and integrative negotiation, prosocial develops positive interpersonal attitudes
     • EPISTEMIC: Well informed conclusions about the world, new inf. passive and distance
     • IMPRESSION: good impression to get alone

2. TRUST, POWER AND ETHICS

   • Alternatives Interests Communication Relationship Options Legitimacy Commitment
     • ALTERNATIVES: open to different agreements, have plan B, give the comparison factor, the more alternatives the more power
     • INTERESTS: the most important in a conflict is the conflict between parties needs, make a wish list (interest), before and during the negotiation "though with t problem soft with the people"
     • COMMUNICATION: listen and understand, speak make yourself understood, talk about you not them, sense of purpose avoid give too much inf.
     • RELATIONSHIP: separate people and problems, perceptions (shoes, dont blame other problems, say them out loud, be integrative and aligned to your values) and emotions (understand, explain and acknowledge them as legitimate,no react to emotional burst, use gestures be open)
     • OPTIONS: generate possibilities before acting, mutual benefits, work together brainstorming
     • LEGITIMACY: use objective criteria, market value, scientific judgement, proffessional rules, efficiency, costs and law
     • COMMITMENT: viable, must be accomplished, outcome must be the result of the agreement

3. CHARACTERISTICS: OFFER MODEL TO ALL NEGOTIATIOR: DIFFERENT TO TRADITIONAL MODELS- ALWAYS A WIN LOSE AND BASED ON INTERESTS NOT POSITIONS