This concept was developed in the framework of
the Program on Negotiation - a university consortium at Harvard University, Massachusetts Institute of Technology and Tufts University dedicated to developing the theory and practice of negotiation and dispute resolution - and more particularly within one of its nine research projects: the Harvard Negotiation Project. It was first described in the bestseller from Roger Fisher, William Ury and Bruce Patton (for the second edition): «Getting to Yes - Negotiating Agreement Without Giving In», New York, NY: Penguin Books, 1991 (second edition).
Jérôme Racine became aware of the concept in 1989 by attending a negotiation skills training course at the Centre Européen de la Négociation (CEN) in Paris. He was very much impressed and decided later on to become a negotiation process consultant and trainer himself, joining for this purpose the network of Associates Consultants of Egger, Philips + Partner (EP+P) - a Swiss firm affiliated with the Harvard Negotiation Project. Since 2009, he performs his negotiation skills training activities in the framework of the partnership established between CEN and Sumbiosis.
While all the elements of a principled negotiation strategy were already described in the above mentioned book («Getting to Yes»), EP+P has further developed their conceptualization and expanded the original concept into what is now known as «Open Negotiation According to the Harvard Concept®». This work has strongly influenced the development of the negotiation management method described in this site.
About this website
Pictures of people negotiating are from Jochen Müller (Frankfurt, Germany) and Jean-Paul Guyet (Binningen, Switzerland). All these pictures were taken, as we were leading workshop or facilitating meeting. Pictures of buildings and tools are from the photo data base Photocase.