1. Interest-Based Bargaining Interest-Based Problem Solving Presentation by Federal Mediation & Conciliation Service Health Resources and Services Administration Designation of Medically Underserved Populations and Health Professions Shortage Areas Negotiated Rulemaking 2010

2. Interest-Based Bargaining Assumptions/Beliefs  All parties have a right to exist  All parties have legitimate interests  Negotiation can enhance relationship  Solutions are more durable  Mutual gain is possible

3. Interest-Based Bargaining Assumptions/Beliefs  Help each other achieve positive results  Full disclosure of information is useful  Rely on criteria, not power  Expand dialog with constituency

4. Interest-Based Bargaining Principles  Focus on issues  Focus on underlying interests  Focus on mutual interests  Judge options with objective criteria, not power  Share Information

5. Interest-Based Bargaining Steps: The Interest-Based Problem Solving Cycle  Select and focus the issue  Discuss and list interests  Generate options  Establish criteria  Apply the criteria to the options  Develop the solution  Reduce the solution to writing

6. Interest-Based Bargaining Techniques  Brainstorming  Consensus decision making  Active Listening  Feedback  Member Facilitating  Open Minded

7. Interest-Based Bargaining CONSENSUS DECISION MAKING  DEFINITION: A decision which all members of a group can agree upon. The decision may not be everyone’s first choice, but they have heard it and everyone can live with it.  PROCESS: The group must agree to work together until they find a solution that doesn’t compromise strong convictions or needs. 7

8. Interest-Based Bargaining WHY CONSENSUS DECISION MAKING?  BUILDS GROUP UNITY  MAXIMIZES GROUP INPUT  ACHIEVES COMMITMENT & SATISFACTION  IMPROVES RELATIONSHIPS 8

9. Interest-Based Bargaining A Working Definition of Consensus 70% COMFORTABLE 100% COMMITTED 9

10. Interest-Based Bargaining Interest-Based Terms  Issue = n Topic or subject of discussion n Problem to solve þWhat types of Population Groups should be considered for designation as MUP/HPSA þHow should the committee assess the potential impact of revised MUP/HPSA methodologies

11. Interest-Based Bargaining Interest-Based Terms  Issue  Interest = a concern or need behind an issue Why you care about an the issue types of Population Groups should be considered for designation as MUP/HPSA Ex: Why would we care about what types of Population Groups should be considered for designation as MUP/HPSA

12. Interest-Based Bargaining Interest-Based Terms n Issue n Interest n Option = Possible solution that satisfies interests

13. Interest-Based Bargaining Interest-Based Terms  Issue  Interest  Option  Position = one party’s viewpoint to solving the problem

14. Interest-Based Bargaining Interest-Based Terms  Issue  Interest  Option  Position  Criteria = objective standards to compare / judge options

15. Interest-Based Bargaining Standards/Criteria  Standards/Criteria are needed to judge which options to keep and which to throw out  Workable  Fair  Affordable  Practical  Legal  Acceptable

16. Interest-Based Bargaining 3 Stage Factor Analysis  Stage 1: The Feasibility Factor  Stage 2: The Benefit Factor  Stage 3: The Acceptability Factor

17. Interest-Based Bargaining 3 Stage Factor Analysis Stage 1: The Feasibility Factor Is the option capable of being done or carried out?

18. Interest-Based Bargaining 3 Stage Factor Analysis Stage 2: The Benefit Factor Does the option satisfy important interests? or Does the option harm any important interests?

19. Interest-Based Bargaining 3 Stage Factor Analysis Stage 3: The Acceptability Factor Will the option be received favorably by the constituents of all parties? If not, Can it be modified to make it acceptable?

20. Interest-Based Bargaining WATNA What If We Can’t Reach Agreement? Worst Alternative To A Negotiated Agreement