Negocição harvard

Edition 2/2 12/2006 © Mathys Ltd Bettlach

Negotiation techniques

Appropriate and successful negotiating in accordance with the

Harvard Concept

Negotiation techniques
Appropriate and successful negotiating in accordance with the

Harvard Concept

Negotiating – an integral component of our lives

«Besides sex, negotiating is the most frequent and the most difficult interaction between two people, and the two activities are related», the famous American economist John Kenneth Galbraith once remarked smugly.

Indeed, we find ourselves in a variety of different negotiation situations every day, both in our private and in our professional lives. Whether it is a discussion at home about the destination of the next family holiday or your negotiations with health insurance representatives and funding agencies concerning the new budget for your hospital or department. Whether you are in charge of the clinic’s purchasing, striving for your boss to promote you, wish to swap weekend shifts with a colleague or encourage a patient to do something about his excessive weight – your negotiation skills are required everywhere and at all times.

How well you manage to assert your own interests without losing sight of those of your negotiation partner – in pursuit of a fair equilibrium – has a major impact on your happiness in life as well as your professional success. Consequently, it is worth your while being even more deliberate and target-oriented in relation to future negotiations than in the past, while at the same time developing a better understanding of the positions of your counterpart.

Edition 2/2 12/2006 © Mathys Ltd Bettlach
The following pages will provide you with a brief insight into the classical guideline in relation to negotiation management: the Harvard Concept of principled negotiating. The Harvard Concept owes its name to the fact that it was developed by a research team at the University of Harvard approximately 25 years