Harvard Concept (Fisher and Urgy)
" Progressing to Yes" (also called the Harvard concept) describes a method called principled negotiation to succeed in an agreement in whose success is definitely judged simply by three conditions: 1 . It should produce a sensible agreement in the event agreement may be possible. 2 . It ought to be efficient.
3. It will improve at least not damage the relationship between parties. The authors believe their technique can be used in virtually any settlement. Issues will be decided after by their is worth and the objective is a win win situation for both sides. Beneath is a summary of a number of the key principles from the publication. The four steps of the principled arbitration are: 1 . Separate the people from the difficulty
2 . Focus on interests, not really positions
three or more. Invent alternatives for shared gain
four. Insist on applying objective standards
In principled negotiations, mediators are encouraged to take those view that every the participants are trouble solvers rather than adversaries. The authors advise that the objective should be to reach an final result " effectively and amicably. " Things can be explained in more depth as follows.
Step 1 : Separate the individuals from the issue
All talks involve persons and people are generally not perfect. We have emotions, our interests and goals and tend to begin to see the world from your point of view. All of us also are not necessarily the best communicators; many of us are not good listeners. Progressing to YES outlines a number of equipment for dealing with the difficulties of notion, emotion and communication. Yet , the writers stress that separating persons from complications is the best choice. The keys to elimination are: " building a functioning relationship" and " facing the problem, not really the people. " Think of the individuals you discuss with regularly. Generally, the better we know someone, the easier it is to deal with a negotiation together. We tend to view people we how to start with more suspicion: just what is " Bob" about? Take time to get acquainted with the other party before the negotiation begins.
Consider the arbitration as a means to solving a problem and the people on the other side since partners assisting to find a solution. Preferably both parties will come out of the negotiation feeling they have a fair agreement that both sides may benefit. If the discussion feels like a predicament of " you vs themвЂќ, the authors recommend a couple of options: 1 . Raise the issue with [the additional side] explicitlyвЂ¦'Let's appearance together with the problem showing how to satisfy our collective interests'. 2 . Take a seat on the same area of the tableвЂ¦. Try to composition the settlement as a side-by-side activity in which the two of you вЂ“ with your distinct interests and perceptions, and your emotional involvement вЂ“ jointly face one common task.
2: Focus on Hobbies, Not Positions
The creators use a basic example to explain the difference between interests and positions: " Two guys [are] quarrelling in a selection. One desires the windowpane open plus the other wants it sealed. вЂ¦. Enter the librarian. She asks one why this individual wants the window open up: 'To acquire some fresh air [his interest]'. She asks the other why he would like it closed: 'To steer clear of a draft' [his interest]. After thinking a point in time, she starts wide a window within the next room, getting fresh air with no draft. " The hobbies of the two men are the desire for oxygen and the wish to avoid a draft. The men's positions are to have the window opened up or shut. The authors say we need to focus, certainly not on whether the window within their room is definitely opened or perhaps closed, although on how we could meet the need for fresh air and the need to avoid a draft. Most of the time, by centering on interests, a creative solution is found. In this small example, every man features one interest but in many negotiations, every party could have many interests and these types of interests is going to be different than yours. It's important to speak your interests to the other party. Don't assume they have similar interests because you or that they know what...