The Harvard Concept

At Harvard University there is no single theory of negotiation. On the contrary: the myriad of issues that arise from questions of how best to deal with opposing interests, and how to conduct these opposing interests towards results that are beneficial for all concerned, has engaged researchers across all disciplines for many years, not only at Harvard. Among all these various conceptual approaches, one concept has especially achieved international renown: the so called “Harvard-Concept".

This approach to negotiations counsels us to  conduct them in a way which

  • is based on values and principles
  • aims at balancing interests rather than fighting for predetermined positions
  • is built upon a win-win philosophy
  • does all this while drawing on empirically tested techniques and practices.

Demonstrable Success Factors of the Harvard-Concept are

  • sustainability of the goals achieved
  • high satisfaction levels for all participants
  • increased efficiency of the negotiation process.


Over the years many consultants, trainers, advisors and academics have further explored the ramifications and techniques of this ‘Harvard-Concept’, enriching these ideas with practical experience from their own work. We fully support this development and application, of course only as long as the ‘Harvard name’ is not used as a brand for commercial purposes. Egger Philips remains the sole European provider licensed by Harvard University.