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2017: Negotiating according to the 'Harvard Principle'

2017: Negociation: 'The Harvard Principle'

Mar 19, 2026

A pragmatic negotiation approach that aims for fair, win-win solutions, rather than simply a "victory" for one side.

Conducted by Kaspar Consulting, in Zurich.
Duration: 22 hours.

The Harvard principle of negotiation is a fact-based approach that aims for fair win-win solutions rather than “victory” for one side.


Negotiating according to the Harvard principle was developed at Harvard University in the USA.


It was founded by Roger Fisher (legal scholar) and William Ury (social scientist), who developed the concept in the late 1970s/early 1980s as part of the Harvard Negotiation Project and published it in 1981 in the book “Getting to Yes.”

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