The Harvard Principles of Negotiation: Separate the person from the issue

Wanna learn the tricks of negotiation?

Dr. Thomas Henschel (Academy of Mediation in Berlin) explains ‘The Harvard Approach’ and How to get a Yes in every negotiation.

  • Separate the person from the issue.
  • Negotiate not position focused, but interest focused
  • Develop criteria that a solution must fulfill
  • Have different options to choose from

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