GEORGIA BANKERS ASSOCIATION Georgia Banking School 2016 Georgia Banking School May 1-6, 2016 UGA Hotel & Conference Center Athens, Georgia
GEORGIA
BANKERS
ASSOCIATION
Georgia Banking School
2016 Georgia Banking School May 1-6, 2016
UGA Hotel & Conference Center Athens, Georgia
Georgia Banking School
Principled Negotiation
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Georgia Banking School
Methods of Resolving Conflict
• Negotiation
• Mediation
• Arbitration
• Litigation
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Georgia Banking School
Personal Negotiation Styles*
• Competing
• Accommodating
• Avoiding
• Compromising
• Collaborating
*Shell, G. Richard. Bargaining for Advantage:
Negotiation Strategies for Reasonable People.
2nd ed. New York: Penguin, 2006. 4
Georgia Banking School
Distributive Negotiation
• Win-lose negotiation
• Assumes a fixed pie
• Inherently adversarial
• Encourages positional bargaining
• Divided
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Georgia Banking School
Principled Negotiation
• Win-win negotiation
• Seeks to expand the pie
• Encourages collaboration
• Discourages positional bargaining
• Divided
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Georgia Banking School
The Method of Principled Negotiation*
• Separate the people from the problem
• Focus on interests, not positions
• Invent options for mutual gain
• Insist on using objective criteria
*Fisher, Roger, William Ury, and Bruce Patton.
Getting to Yes: Negotiating Agreement Without Giving In.
3rd ed. New York: Penguin, 2011.
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Georgia Banking School
Seven Elements of Principled Negotiation*
1. Interests
2. Options
3. Alternatives
4. Legitimacy
5. Communication
6. Relationship
7. Commitment
*Fisher, Roger, and Danny Ertel. Getting Ready to Negotiate.
New York: Penguin,1995.
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Information Exchange*
• Establishing rapport
• Obtaining information on issues,
interests, and perceptions
• Signaling expectations and leverage
– Deciding whether to open
*Shell, G. Richard. Bargaining for Advantage:
Negotiation Strategies for Reasonable People.
New York: Penguin, 1999.
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Georgia Banking School
Critiques of Principled Negotiation*
• Incompatible with distributive negotiation
• Requires that all parties be on board
• Ideal in theory, impractical in reality
• Sometimes people are the problem
*Patton, Bruce. “Negotiation.” The Handbook of Dispute
Resolution. Eds. Michael L. Moffitt and Robert C. Bordone.
San Francisco: Jossey-Bass, 2005.
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Negotiating with Difficult People*
• Don’t react
• Disarm them
• Change the game
*Ury, William. Getting Past No: Negotiating with Difficult
People. New York: Bantam, 1991.
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Georgia Banking School
Common Tricks and Tactics*
• Deliberate deception
• Psychological warfare
• Positional pressure tactics
*Fisher, Roger, William Ury, and Bruce Patton.
Getting to Yes: Negotiating Agreement Without Giving In.
3rd ed. New York: Penguin, 2011.
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Georgia Banking School
Recommended Readings
Author(s) Title
Albrecht & Albrecht Added Value Negotiating: The Breakthrough Method for Building Balanced Deals
Bazerman & Neale Negotiating Rationally
Camp No: The Only Negotiating System You Need for Work & Home
Fisher et al. Getting to Yes: Negotiating Agreement Without Giving In
Fisher & Brown Getting Together: Building Relationships As We Negotiate
Fisher & Ertel Getting Ready to Negotiate
Karrass The Negotiating Game: How to Get What You Want
Lax & Sebenius The Manager as Negotiator
Morrison & Calero The Human Side of Negotiations
Raiffa The Art & Science of Negotiation
Shell Bargaining for Advantage: Negotiation Strategies for Reasonable People
Ury Getting Past No: Negotiating with Difficult People
Ury et al. Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict
*** The Handbook of Dispute Resolution (eds. Moffitt & Bordone)
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