Photo: Scottchan [FreeDigitalPhotos.net]“ Alberto Cuervo Rodríguez is coordinator and professor of the Master in Human Resources Administration and Management at Bureau Veritas University Center.”
Professors Roger Fisher and Bill Ury developed the method of negotiation by principles or interests, called the Harvard Method of Negotiation .
The main characteristics of agreements based on the Harvard Negotiation Method are the following:
■ Broad and good for all parties : the negotiation is designed to obtain a joint result for both parties, which is better than the respective individual alternatives.
■ Efficient : an agreement is reached quickly chinese america data and is perfectly feasible.
■ Long-lasting : They help improve relations between the parties, and do not generate subsequent conflict.
The purpose of this negotiation method is to ensure that the agreement sought is always the best possible for all parties.
Next, we will describe how to carry out a negotiation process, using the Harvard Negotiation Method .
For example, it may happen that in an organization there is a conflict between the worker and the company in the negotiation of salary.
In this case, the interests of both parties are opposed, since the worker wants a higher economic reward both in the short and long term, and on the contrary, the employer wants to obtain greater productivity and link the salary to the worker's performance.
The position that each one will adopt in this negotiation will be different: " I offer this much, says the employer, I aspire to this much, says the employee ."
To properly solve this problem, the Harvard Negotiation Method is based on four fundamental requirements:
– Separate problems and people :
The object of negotiation should be the problem and not the people. If people and problems are combined, the relationship will then be confused with the problem.
The key is to “ be soft on people and hard on the problem .”
The other party must be involved in the preparation of the agreement, making them a participant in the process as early as possible.
– Focus on interests :
Once people and problems are separated, the problem must be confronted. In all cases, we will see that the interests of each party define the problem.
Therefore, it is necessary to know precisely not only one's own interests, but also those of the other party in the negotiation.
– Generate alternatives
One of the strengths of any negotiator must be his ability to create alternatives that facilitate an agreement. These alternatives will expand the different possibilities of choice that exist.
It would also be advisable to seek concessions, which could represent low costs for one of the parties and high benefits for the other party in the negotiation.