The Harvard method of negotiations: its virtues and flaws

Abstract

This article is devoted to the theme of negotiations as one of the major ways of alternative dispute resolution. It focuses on the critical assessment of the advantages and disadvantages of the Harvard method of negotiations (also known as the method of principled negotiations). Having appeared in the 1980s, it revolutionized the existing paradigm of approaches to negotiations as it suggested viewing parties to a dispute as partners in solving a problem, not as adversaries. Today this method is taught in most prestigious business schools worldwide. However, despite its proved efficiency, it is not devoid of flaws which are also explored in the article along with its obvious virtues.