“Through his writing and teaching, Roger Fisher’s seminal contributions literally changed the way millions of people around the world approach negotiation and dispute resolution,” commented Professor Robert H. Mnookin, Chair of the Program on Negotiation at Harvard Law School. “He taught that conflict is not simply a ‘zero-sum’ game in which a fixed pie is divided through haggling or threats. Instead, he showed how by exploring underlying interests and being imaginative, parties could often expand the pie and create value. Here at the Program on Negotiation and the Harvard Negotiation Project, both of which Roger helped launch, we, his colleagues, are committed to carrying on his work of improving the theory and practice of negotiation and dispute resolution.”
What started as a simple question, “What is the best way for people to deal with their differences?” became the first line of Getting to Yes: Negotiating Agreement Without Giving In, which Roger Fisher co-authored with William Ury and Bruce Patton. This landmark book, which has sold over eight million copies, has been translated into 36 languages.
The ideas in Getting to Yes were truly revolutionary. Instead of coaching a party in dispute to fight competitively, the authors showed that you could give the same advice to both sides of a conflict – have a fair process, prepare well, inquire carefully, listen to learn, separate the people from the problem, and explore options to increase value – and both sides were likely to do better than they would have otherwise.
As his colleague Bruce Patton noted, “Roger sought unabashedly to ‘change the world,’ and he did so profoundly.”
A video discussion of the beginnings of the Program on Negotiation, which they launched, included Roger Fisher and several colleagues. A band of negotiation scholars who helped found a field, they have remained collaborators for over 25 years. This video clip is an excerpt from a longer video, “A Conversation with the Founders: Reflections on the Program on Negotiation’s Beginnings”. For information on this and other materials relating to Roger Fisher, visit the PON website.
Understanding how to arrange the meeting space is a key aspect of preparing for negotiation. In this video, Professor Guhan Subramanian discusses a real world example of how seating arrangements can influence a negotiator’s success. This discussion was held at the 3 day executive education workshop for senior executives at the Program on Negotiation at Harvard Law School.
Guhan Subramanian is the Professor of Law and Business at the Harvard Law School and Professor of Business Law at the Harvard Business School.