1. Negotiating in the Healthcare Environment Mastering the Negotiation Process, Chapter 1, Laubach

2. “The key measures of a truly successful agreement are:  It achieves the desired results  satisfies the interests of all parties  can be implemented and administered easily  leads to a mutually beneficial, long- term relationship*” * only if a long-term relationship is desired Mastering the Negotiation Process, Chapter 1, Laubach

3. Keep in mind during these “relational” negotiations that the relationship with the other party during the negotiation may be more important than the specific agreement that is reached at the bargaining table. Remember... Mastering the Negotiation Process, Chapter 1, Laubach

4. The Path to an Optimized Negotiation DecisionsTechniquesStrategies Goals & Ranges Organization of Team Approach Facts & Figures Opponent’s Position Stated & Unstated Needs Bargaining Power AnalysesProcesses Prepare Memo of Understanding Negotiate Areas of Disagreement Separate Areas of Agreement Present & Adjust Positions Establish Procedure Build Relationship Recognize Courtship Process Create Motivators Align Agreement Manage Conflict Optimization Techniques Prenegotiation Preparation Phase Formal Negotiation Phase Optimized Negotiated Agreement Mastering the Negotiation Process, Chapter 1, Laubach

5. Approaches to Negotiation  Threatening or Intimidation  Psychological  Negotiating Versus Haggling  Logical  Seller’s Range of Settlement  Buyer’s Range of Settlement Mastering the Negotiation Process, Chapter 2, Laubach

6. Negotiating Techniques  Emphasizing Mutual Interest  Use of Questions  Obtain information  Stimulate thought  Cause decisions to be made  Give information  General Questions  Specific Questions Mastering the Negotiation Process, Chapter 6, Laubach

7. Negotiating Techniques, cont.  Leading Questions  Suggestive Questions  Successive Questions  Answering the Opponent’s Questions  Claim ignorance  Claim irrelevance  Refuse to answer  Respond with your own question Mastering the Negotiation Process, Chapter 6, Laubach

8. Negotiating Techniques, cont. Patience and the Pace of Negotiations  “Patience is one of the most powerful tactics in negotiation.”  “You always want to move relatively slower than the opponent. The secret is having the opponent moving faster than you are.” Mastering the Negotiation Process, Chapter 6, Laubach

9. Negotiating Techniques, cont.  Deadlines  Silence  Alternative Positions  Concessions and Timing  Making Your Opponent Seem Unreasonable  Straw Issues Mastering the Negotiation Process, Chapter 6, Laubach

10. Negotiating Techniques, cont.  Role-Playing  Diversions  Caucuses  Walkouts and Deadlocks  Final Offers  Closing Mastering the Negotiation Process, Chapter 6, Laubach