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Health Management Quality, Risk and Cost Simulation

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Health Management Quality, Risk and Cost Simulation
 

  • Principled Negotiation – the framework:
    Key factors:
    What is the current relationship (the macro picture):
    •How important is the relationship over time – is this a one off transaction? Will the parties
    continue to deal with one another?
    ÄCommon mistakes –
    •Relationship and substance are mixed
    •The relationship is given AND “It’s their fault”
    ÄAddress the relationship and substance independently
    ÄPrepare to be reliable – Neither trust or deceive them, be reliable
    ÄBalance emotions with reason
    ÄAcceptance – Prepare to accept them, even if they have shown they don’t accept us
    ÄPrepare to be unconditionally constructive
    Principled Negotiation – The Relationship:
    Interests:
    • “The basic problem in negotiation lies not in conflicting
    positions, but in the difference between each parties’ needs,
    desires, concerns, and fears – i.e. their interests.” • Roger Fisher et al, “Getting to Yes”, 1991
    Principled Negotiation – Interests:
    Human beings have 3 kinds of interdependent interests:
    FSubstantive Interests: those things that are being negotiated – eg they may be tangible like money, or
    intangible like rights.
    FPersonal Interests: people stuff – feelings. For example, being respected or validated, or being
    acknowledged and understood
    FProcedural interests: having a fair opportunity to put forward their points of view
    The Nature
    of
    Interests
    Procedural
    Personal
    Substantive
    Principled Negotiation – Interests:
    A Better Understanding of Interests:
    FOpens up opportunities for resolution and value creation
    FHelps identify and clarify real and un-real conflict
    FHelps build working relationships
    FStimulates and focuses creativity – i.e. understanding differences, and
    reconciling them
    Principled Negotiation – Interests:
    Tenet: Understanding is not the same as agreeing!
    Communication & preparing to understand interests:
    ÄWhat are my assumptions?
    ÄHow will I test them?
    ÄWhat should I listen for?
    ÄHow do I listen?
    ÄWhat will I talk about?
    ÄIn what order should I talk about things?
    ÄWhat questions to ask? How will I frame them?
    Principled Negotiation – Communication:
    Tenet: Creating more than one option allows value to be identified and
    created – i.e.:
    ☞Can allow the parties to work together to achieve economies of scale or
    that neither could on their own
    ☞Helps find value in substantive differences
    ☞Can help identify risk preferences– Can one party bear or insure against
    risk better?
    ☞Can help identify Timing preferences – Is there room to sequence?
    ☞Can help identification of marginal value in the same item (if identified,
    trade can occur)
    Principled Negotiation – Options:
    “Trying to reconcile differences on the basis of will can be
    very costly. The more you bring standards of fairness,
    efficiency or scientific merit to bear the more likely you are
    to produce a wise agreement.”
    Roger Fis

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