Harvard's Interest- based Negotiations 

A bestseller for over 30 years. Success in negotiations based on interests rather than positions! Easy, practical methods that are often discussed and used by negotiation experts. 

Upoming Dates

Negotiation based on the Harvard Concept
October 8 - 10 2018


EUR 2.299 - 2.399 (excl. VAT)


Interest-based negotiations according to the Harvard Concept is a method developed by Prof. Roger Fisher and his team at the Harvard Law School. It includes easy techniques and clear strategies, that prepare and shape the negotiation process in an efficient manner. The methods of the Harvard Concept are often used in Politics as well as the Finance Industry and are considered to be a vital aspect of successful negotiations. It enables creating positive results, particularly in difficult negotiations. The training is designed for executives and is the basis for successful negotiating. For 30 years the principle of interest-based negotiations has been an insurance for successful negotiating. Tools for professional negotiatiors.


During the 3-day-training you will develop methods and strategies to the thematic priorities contract negotiations, team preparation, dealing with difficult tactics and clear communication. Short presentations, interactive excercises and role play ensure the optimal implementation of teaching content in practice. At the same time, we offer a brief insight into the human aspect of negotiations. 



Take an inventory
Reflect your personal feedback, own experiences and behavior patterns

The four main principles of interest-based negotiation

Differentiate between the personal and factual level

Make important interests rather than rigid positions your priority

Take time for brainstorming and decision-making

Use objective standards

Communication & Difficult tactics

Build sustainable and professional relationships

Respect differences and use your commonalities

Improve your dealing with difficult tactics and challenging partners

Target Audience

C-Level, CEOs

Entrepreneurs, Consultants, Lawyers, Innovators



High potentials



The aim of this training is to enrichen your individual skills with the methods of the Harvard Concept and gain experience with realistic case examples. 

The Principles of the Harvard Concept

Operative negotiations (e.g. project management, sales, purchasing, key accounts,...)


Policy makers, NGOs


  • People
    Differentiate between the human and factual aspect

  • Interests
    Focus on the interests behind the positions


  • Options
    Take time for brainstorming before making a decision


  • Criteria
    Use objective criteria for fairness and legitimacy

Frequently Asked Questions

What's the difference between the Executive Negotiator Program and the Harvard Concept?

Negotiation based on the Harvard Concept has a primary focus on interest-based negotiations. The Executive Negotiator Program goes one step further and combines the Harvard Concept with the Process Communication Model® , adding a personal layer. Negotiation based on the Harvard Concept is the ideal entrance into the world of negotiations, while the Executive Negotiator Program is aimed at experienced negotiators. 

Is „Negotiation based on the Harvard Concept“ also possible as inhouse program?

Die Wiener Schule der Verhandlungsführung bietet bei der Organisation der Programme abhängig von der Teilnehmeranzahl größtmögliche Flexibilität. Für ein maßgeschneidertes Angebot in Bezug auf Gruppengröße, Unterrichtssprache, Location und Praxisnähe kontaktieren Sie bitte unser Büro in Wien.

Are there any special offers for large groups?

For groups from companies we offer special prices as well as the possibility of individualising teaching content. For further information please contact our offiice in Vienna.