The “Harvard” or “principled negotiation” approach comes out of the Harvard Negotiation Project and the Program on Negotiation (PON) at Harvard Law School. It was developed as an alternative to positional (win-lose) bargaining. Instead of bargaining by taking fixed positions (“I demand X”), the approach encourages negotiators to negotiate on the merits, focusing on interests, generating options, … Continue reading What is the Harvard (Principled) Negotiation Approach?