Harvard negotiation method
1047-en WI300 Management Studies As of 11.07.2026
The Harvard negotiation method, developed by Fisher and Ury at Harvard Law School, is the method of principled negotiation. Its four principles are: separate the people from the problem, focus on interests rather than positions, invent options for mutual gain, and insist on objective criteria. The benchmark for any settlement is the best alternative to a negotiated agreement (BATNA). It forms the methodological foundation of commercial mediation.
Deutsch
Harvard-Konzept 1047-de
Das Harvard-Konzept ist die von Fisher und Ury an der Harvard Law School entwickelte Methode des sachbezogenen Verhandelns. Seine vier Grundsätze lauten: Menschen und Probleme getrennt behandeln, auf Interessen statt Positionen fokussieren, Optionen zum beiderseitigen Vorteil entwickeln und auf objektiven Kriterien bestehen. Massstab einer Einigung ist die beste Alternative zur Verhandlungslösung (BATNA). Es bildet die methodische Grundlage der Wirtschaftsmediation.
Suggested citation
Harvard negotiation method (1047-en), in: LAWPEDIA®-Glossar, provided by LAWCONSULT AG, www.lawconsult.ch/lawpedia/en/harvard-negotiation-method, as of: 11.07.2026 [accessed on …].
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