negotiating in the healthcare environment mastering the negotiation process, chapter 1, laubach

Negotiating in the Negotiating in the Healthcare EnvironmentHealthcare Environment

Mastering the Negotiation Process, Chapter 1, Laubach

““The key measures of a truly The key measures of a truly successful agreement are:successful agreement are:

It achieves the desired resultsIt achieves the desired results satisfies the interests of all partiessatisfies the interests of all parties can be implemented and can be implemented and

administered easilyadministered easily leads to a mutually beneficial, long-leads to a mutually beneficial, long-

term relationship*”term relationship*”

* only if a long-term relationship is desired* only if a long-term relationship is desired


Keep in mind during these “relational” Keep in mind during these “relational” negotiations that the relationship with negotiations that the relationship with the other party during the negotiation the other party during the negotiation

may be more important than the may be more important than the specific agreement that is reached at specific agreement that is reached at

the bargaining table.the bargaining table.

Remember...Remember...


The Path to an Optimized NegotiationThe Path to an Optimized Negotiation

DecisionsDecisionsTechniquesTechniques

StrategiesStrategies

Goals & RangesGoals & Ranges

Organization of Team ApproachOrganization of Team Approach

Facts & FiguresFacts & Figures

Opponent’s PositionOpponent’s Position

Stated & Unstated NeedsStated & Unstated Needs

Bargaining PowerBargaining Power

AnalysesAnalyses

ProcessesProcessesPrepare Memo of UnderstandingPrepare Memo of Understanding

Negotiate Areas of DisagreementNegotiate Areas of Disagreement

Separate Areas of AgreementSeparate Areas of Agreement

Present & Adjust PositionsPresent & Adjust Positions

Establish ProcedureEstablish Procedure

Build RelationshipBuild Relationship

Recognize Courtship ProcessRecognize Courtship Process

Create MotivatorsCreate Motivators

Align AgreementAlign Agreement

Manage ConflictManage Conflict

Optimization TechniquesOptimization Techniques

PrenegotiationPreparation Phase

FormalNegotiation Phase

Optimized

Negotiated

Agreement


Approaches to NegotiationApproaches to Negotiation

Threatening or IntimidationThreatening or Intimidation PsychologicalPsychological

Negotiating Versus HagglingNegotiating Versus Haggling

LogicalLogical Seller’s Range of SettlementSeller’s Range of Settlement Buyer’s Range of SettlementBuyer’s Range of Settlement


Negotiating TechniquesNegotiating Techniques

Emphasizing Mutual InterestEmphasizing Mutual Interest Use of QuestionsUse of Questions

Obtain informationObtain information Stimulate thoughtStimulate thought Cause decisions to be madeCause decisions to be made Give informationGive information

General QuestionsGeneral Questions Specific QuestionsSpecific Questions


Negotiating Techniques, cont.Negotiating Techniques, cont.

Leading QuestionsLeading Questions Suggestive QuestionsSuggestive Questions Successive QuestionsSuccessive Questions Answering the Opponent’s QuestionsAnswering the Opponent’s Questions

Claim ignoranceClaim ignorance Claim irrelevanceClaim irrelevance Refuse to answerRefuse to answer Respond with your own questionRespond with your own question



Patience and the Pace of NegotiationsPatience and the Pace of Negotiations

““Patience is one of the most powerful Patience is one of the most powerful tactics in negotiation.”tactics in negotiation.”

““You always want to move You always want to move relatively relatively slowerslower than the opponent. The secret is than the opponent. The secret is having the opponent moving faster than having the opponent moving faster than you are.”you are.”



DeadlinesDeadlines SilenceSilence Alternative PositionsAlternative Positions Concessions and TimingConcessions and Timing Making Your Opponent Seem Making Your Opponent Seem

UnreasonableUnreasonable Straw IssuesStraw Issues



Role-PlayingRole-Playing DiversionsDiversions CaucusesCaucuses Walkouts and DeadlocksWalkouts and Deadlocks Final OffersFinal Offers ClosingClosing


negotiating in the healthcare environment mastering the negotiation process, chapter 1, laubach

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