The Harvard Model: insisting on objective criteria

The fourth and final principle of the Harvard Negotiation Model is that for a solution to be fair and lasting, it must be based on objective criteria.

This means that the final decision should not depend on the strength, will or power of one of the parties, but on verifiable facts and data that are legitimate and acceptable to all.

When people rush to propose solutions, they often defend them as if they were the only valid options, which can lead to a stalemate.

This principle is the trick to achieving a true "win-win" agreement, because it prevents conflict from becoming a battle of wills and transforms it into a collaborative search for a fair solution.

From positions to criteria

The key to applying this principle is, instead of going directly to the solutions, to agree on the criteria that the solution must meet to resolve the conflict.

This is achieved by asking open-ended questions that help define those criteria objectively.

For example, instead of debating which restaurant to choose for dinner, you could ask, "What type of cuisine do you prefer?", "What area of town would you like it to be in?" or "Do you prefer a formal or casual atmosphere?".

By asking these questions, you get the criteria that the solution must meet, which opens up a world of possibilities rather than limiting yourself to a single option.

The interesting thing is that, once the criteria are established, it becomes much easier to find a solution that fits everyone's needs.

Objectivity as the basis for collaboration

Objectivity is the basis for collaboration.

The Harvard people found that when a solution is sought based on objective criteria, the parties are more willing to cooperate.

This is because the conversation focuses on logic and facts, not emotions or personal interpretations.

To achieve this, it is important that the parties take the time to generate and evaluate multiple options before making a decision.

By doing this, the final solution will be more sustainable because not only will it fit what is needed, but the other person will feel valued by having a choice of alternatives.

Therefore, when faced with a conflict, remember that the best way to resolve it is not to impose your will, but to find a mechanism for both parties to enter into a cooperative mode and work together to find a fair solution.

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