---
id: "entity-harvard-negotiation-project"
type: "entity"
entityType: "organization"
canonicalName: "Harvard Negotiation Project"
aliases: ["HNP"]
source_timestamps: ["¶5"]
tags: ["academia", "research"]
related: ["entity-roger-fisher", "entity-vantage-partners"]
sources: ["ecosystem"]
sourceVaultSlug: "hbr-seg-ecosystem"
originDay: 11
articleStem: "hbr-nm-103-big-companies-negotiate-deals"
sourceUrl: "https://hbr.org/2026/01/why-big-companies-struggle-to-negotiate-great-deals"
sourceTitle: "Why Big Companies Struggle to Negotiate Great Deals"
---
# Harvard Negotiation Project

**Role in this source:** Cited institutional origin of the negotiation theory the article builds on. Founded by [[entity-roger-fisher|Roger Fisher]], the Harvard Negotiation Project (housed under Harvard Law School / the Program on Negotiation) produced foundational work on interest-based negotiation and is associated with Fisher, Ury, Patton, and Sebenius.

**Relevance in this vault:** It is the source of the interest-based prerequisites [[prereq-batna]] and [[prereq-zero-sum-vs-value-creation]], and the intellectual home from which [[entity-vantage-partners|Vantage Partners]] (where author [[entity-danny-ertel|Danny Ertel]] is a partner) descends. Its integration-of-internal-and-external-negotiation lineage underwrites the [[concept-consultation-funnel]] and [[concept-deal-value-board]].