On 23 February 2026, Yuna Potomkina, Partner and Head of Asters’ Alternative Dispute Resolution Practice, business mediator, spoke at the webinar “The Truth and Lies of the Harvard Negotiation Model” organised by the Ukrainian Mediation Centre.
Together with Galyna Yeromenko, PhD in Law, CEO and lecturer at the Centre, mediator with multiple international certifications, and Serhiy Fedoryk, Major of the Armed Forces of Ukraine, lecturer and negotiation specialist, the speakers discussed the practical application of the Harvard model in the context of modern challenges. They explored key questions such as:
- whether it is possible to stay within the model when the other side perceives a constructive approach as a weakness
- whether the model works during tough business conflicts, in times of war and sanctions, when the parties are in unequal positions
- how to balance professional management of the counterpart’s interests against the risk of unjustified concessions
- and whether the Harvard model remains viable in today’s world, or whether its limitations should be acknowledged
In her remarks, Yuna Potomkina noted: “The Harvard negotiation model does not require trust – it requires procedures. It provides a clear framework based on transparent criteria and objective standards. Trust shifts from ‘I trust you’ to ‘I trust the rules we have agreed on’. Following this logic allows for faster decisions and more sustainable results.”
The recording of the event (in Ukrainian only) is available via the link.
She also highlighted that disclosing one’s interests is not necessarily an immediate step and that clearly distinguishing between interests and vulnerabilities is crucial for developing an effective negotiation strategy.
Asters is the largest full-service law firm in Ukraine with offices in Kyiv, Brussels, London, and Washington, D.C. The firm has access to over 125 jurisdictions through a well-developed network of partner law firms.
