Harvard Negotiating School ( Harvard Negotiating Project ) is a Harvard University program and science school founded in 1983 based on the Harvard Law School , which aims to improve the theory and practice of negotiation and conflict resolution. It was created in collaboration with the Massachusetts Institute of Technology and Tufts University .
“The mission of the Harvard negotiation project is to develop the theory and practice of resolving conflicts and negotiations, working on real world conflicts, building theory, teaching and training, as well as creating and disseminating new ideas.”
This project is the first of its kind. [1] He made perhaps the most significant contribution to creating a new conflict resolution paradigm. [2]
Content
Principle Negotiation Method
The most illustrative is the “ principle negotiation method ”. This theory was developed by Roger Fisher, Bill Urey, and Bruce Patten and published as The Way to Harmony: Negotiating Without Failure in 1981. This book has been translated into 25 languages and has become a bestseller. The essence of this theory is the mutual benefit of the parties (win-win principle). The opposite side is not considered as an enemy, but as a partner. This theory is applicable both in everyday life and in case of international conflicts.
Key points:
- Separate people from problems
- Be “soft” with people and “hard” with problems.
- Focus on interests, not positions. Be receptive to other people's ideas and not get stuck on the personality characteristics of the other side.
- Come up with mutually beneficial and diverse options. Search for a compromise that will suit both sides equally.
- Insist on using an objective criterion. Make sure that the negotiations do not go beyond the stated topic and remain productive and find a subjective norm.
- have an alternative to a negotiated agreement (BATNA). Remember that none of the methods can guarantee 100% success and always have a fallback. To do this, it is recommended to compile a list of possible actions that will have to be taken in case of failure and to work with the most promising options. [3]
Other Theories
The books listed below were written as part of theories developed at the Harvard School of Negotiation. These theories are widely used both by modern negotiators and by representatives of other professions.
Difficult conversations: how to discuss the most significant
Authors: Douglas Stone, Bruce Patton and Sheila Hin
We always try to avoid complicated conversations in everyday life. These are gender, racial, religious conflicts, situations with the intensity of emotions, the threat of self-perception. This book is based on fifteen-year research conducted at the Harvard Negotiating School. This proven approach shows step by step how to conduct the most difficult conversations with less stress and greater success, how to prepare, how to start a conversation without trying to defend yourself, and how to keep it constructive and focused regardless of how the other person reacts. This approach allows you to learn to decipher the basic structure of each complex conversation, to interpret the meaning of what has been said and untold, to identify erroneous, but deeply rooted assumptions that prevent you from moving on, to manage strong emotions - both your own and others, to find out how your ideas about yourself affect to talk and vice versa. [four]
Everything will turn out: how to manage without being a leader
Authors: Roger Fisher and Alan Sharp
Here are proven strategies to help your colleagues achieve better results. For example, how best to help the group formulate a clear idea of the desired results, propose a course of action that you can implement, and take into account past experience. It also describes how to effectively ask questions, propose ideas that will be heard, and influence the actions of others through their own behavior. The invaluable skills of side leadership allow us to achieve the ultimate goal - successful cooperation. [five]
Beyond the Mind: Use Emotion as a Tool
Authors: Roger Fisher and Dan Shapiro
Five main “motivators” of people are described here: recognition, affiliation, autonomy, status and role. And they can be used. to evoke the necessary emotions in oneself and others. With this, you can assess the needs of another negotiator, set the necessary emotional tone for the conversation and reach a mutually beneficial agreement. [6]
Current status
Led by the director of Harvard School of Negotiation, Professor James Sebenius, she focuses on a number of topics. The school is currently engaged in a Harvard Negotiation Study Project and Chinese Negotiations. Two other topics that are being developed as part of the Harvard Negotiating School are the Harvard International Negotiating Program, led by Harvard Law School Lecturer and Assistant Professor of Harvard Medical School Daniel Shapiro and the Global Negotiating Initiative, which was co-founded and led by William Uri . [one]
In addition, the Middle East Negotiation Initiative was created at this school. Initiators work closely with local practitioners to research topics such as peace and negotiations in the Middle East. They disseminate developed methods and coordinate real-life situations. [7]
Another project is the Israeli-Palestinian Negotiation Partnership (STI), aimed at creating constructive methods and principles of negotiation that would allow advancement in resolving the local conflict. Today this project is a large network of more than 100 participants from both sides of the confrontation. Members of this partnership have been given influence and support in resolving issues of security, water, trade and taxes. Recently, James Sebenius and Shula Gilad have organized a number of small working groups on specific topics that systematically study proposals, obstacles and alternatives, as well as unrealized opportunities in the negotiations between Israel and Palestine. [eight]
There is also a Harvard Public Dispute Program, a government disputes research center overseen by Lawrence Susskind and assistant directors David Fairman and Patrick Field. It is working on international negotiations on environmental issues, reaching consensus in the public sphere and providing science with the necessary funding. The center also deals with the social responsibility of multinational corporations, resolving disputes related to values and personality through mediation, and improving practical negotiations through the latest discoveries in the field of communications. [9]
Research
The results of studies conducted within the framework of this school since 1980 have affected both the academic aspect and the understanding of negotiations in general and interdisciplinary application. In the process, such approaches were developed as the method of principled negotiations, described above, and which is the basis of integrative negotiations. This approach is the hallmark of the Harvard School of Negotiation.
An alternative dispute settlement has also been put forward, an example of which is mediation and arbitration.
An “Anchoring Effect” was also opened in the negotiations. The effect itself is a cognitive shift that manifests itself in the tendency of people to rely too heavily on the first piece of information (the “anchor”) when making decisions. There is also a bias towards other information related to the “anchor”. In negotiations, this is expressed in the fact that "a price is set" or a negotiating position is fixed through the announcement of goals. This leads to a shift in the course of the negotiation process from interaction and cooperation to one of the types of bargaining.
In addition, as part of an integrative approach, BATNA or the Best Alternative to Negotiation Solution described above was described. It itself is a separate tool and is often used by negotiators in other approaches. [ten]
One of the leading research areas within this school is the Harvard Negotiation Study Project (GPIP). Its goals are to strengthen the theoretical and empirical foundations of negotiations and develop practical tools for resolving conflicts. Currently, the project has focused on clarifying the limits of negotiations, namely, in which cases it would be a wise decision to retreat, as well as on interethnic conflicts in divided societies. [eleven]
Another research project is Trust, Emotion, Ethics and Negotiation Morality (DEEMP). It was created in connection with the concentration of recent research on the periphery of the negotiations, which led to questions related to trust (work by Iris Bochnet and Deepak Malhotra), emotions (work by Jennifer Lerner) and morality and ethics (work by Max Bazerman and Joshua Green). This project is an attempt to combine the issues that have arisen and try to assess the consequences of decisions made during the negotiations. [12]
Notes
- ↑ 1 2 Harvard Negotiation Project .
- ↑ Soren Hilligsoe, Henning Sejer Jakobsen. Negotiation: art of reaching agreement. - Academica, 2009 .-- S. 45 .-- 296 p. - ISBN 877675636X . - ISBN 9788776756369 .
- ↑ Roger Fisher, William Urie. Negotiations without defeat. Harvard method. - Mann, Ivanov and Ferber, 2012 .-- 272 p. - ISBN 978-5-00100-827-9 . - ISBN 978-5-00057-969-5 .
- ↑ Douglas Stone, Bruce Patton, Sheila Heen, Roger Fisher. Difficult conversations how to discuss what matters most. - 1 edition (April 2000). - Penguin Books, 2000 .-- 250 p. - ISBN 014028852X . - ISBN 978-0140288520 .
- ↑ Roger Fisher, Alan Sharp, John Richardson. Getting It Done: How to Lead When You're Not in Charge. - HarperBusiness, 1999 .-- 219 p. - ISBN 9780887309588 .
- ↑ Roger Fisher, Daniel Shapiro. Beyond Reason: Using Emotions as You Negotiate. - 1 edition (September 26, 2006). - Penguin Books, 2006 .-- 256 p. - ISBN 0143037781 . - ISBN 978-0143037781 .
- ↑ Middle East Negotiation Initiative Archives - PON - Program on Negotiation at Harvard Law School (English) . PON - Program on Negotiation at Harvard Law School. Date of treatment December 10, 2017.
- ↑ The Israeli Palestinian Negotiating Partners (IPNP) Archives - PON - Program on Negotiation at Harvard Law School . PON - Program on Negotiation at Harvard Law School. Date of treatment December 10, 2017.
- ↑ MIT-Harvard Public Disputes Program Archives - PON - Program on Negotiation at Harvard Law School (English) . PON - Program on Negotiation at Harvard Law School. Date of treatment December 10, 2017.
- ↑ Glossary - PON - Program on Negotiation at Harvard Law School (English) , PON - Program on Negotiation at Harvard Law School . Date of treatment December 10, 2017.
- ↑ Research at PON - PON - Program on Negotiation at Harvard Law School (English) , PON - Program on Negotiation at Harvard Law School . Date of treatment December 10, 2017.
- ↑ Trust, Emotions, Ethics and Morality in Negotiation (TEEM) Archives - PON - Program on Negotiation at Harvard Law School (English) . PON - Program on Negotiation at Harvard Law School. Date of treatment December 10, 2017.