Fill in the Blank:
is gaining control over something which the other
party needs, and committing the other party to norms that will favour your
result
Answers
Answer:
Case Study Synopsis: A negotiation that secured a women’s health care program
How did they do that? Roberta Jacobs, M.D., Ph.D., MPH, has just returned from meeting with her department chair for her annual review. She directs an elective residency rotation in Women’s Health for the Department of Internal Medicine, and, while her division director had been very supportive of the program, her chair relayed the suggestion that she increase her efforts in activities that provided better funding for her time. Roberta knew exactly what that meant: the time had come to seek independent support for the Women’s Health Program. She needed to procure either grant support or contributions from the departments whose residents rotated through the program.
Answer:
Case Study Synopsis: A negotiation that secured a women’s health care program
Roberta Jacobs, M.D., Ph.D., MPH, has just returned from meeting with her department chair for her annual review. She directs an elective residency rotation in Women’s Health for the Department of Internal Medicine, and, while her division director had been very supportive of the program, her chair relayed the suggestion that she increase her efforts in activities that provided better funding for her time. Roberta knew exactly what that meant: the time had come to seek independent support for the Women’s Health Program. She needed to procure either grant support or contributions from the departments whose residents rotated through the program.
Skills of Negotiation: Preparing for negotiation by considering interests and standards, generating alternatives, and using of leverage
In the January 2005 issue, Faculty Vitae addressed the four basic stages of negotiation: preparation, exchanging information, bargaining, and obtaining commitment. This lesson discusses fundamental skills of negotiation that have a key role in the first stage of negotiation, preparation, and that position you to be more effective as you move through the remaining stages of negotiation.
As you prepare, it is important to understand why the party you’re negotiating with would not agree with your position and to discover the other party’s goals. You stand a greater chance of meeting your interests if you minimize the other party’s objections and if you can align your interests with the other party’s goals. As you prepare for negotiation, keep the following terms and phrases in mind from the perspective of your role in the discussions and from the perspective of the other parties:
Positions are generally the concrete action or item you want. Focusing on position rather than interests can lead to a “line in the sand” approach in which both parties end up with only sand.
Interests are intangible motivations that lead you to take a particular position—your needs, desires, concerns, fears, and aspirations. Interests are often revealed when one explores the true underlying motives of each party. The more interests are known, the more options can be considered in negotiation. Positions are generally the concrete action or item you want. Focusing on position rather than interests can lead to a “line in the sand” approach in which both parties end up with only sand.
Interests are intangible motivations that lead you to take a particular position—your needs, desires, concerns, fears, and aspirations. Interests are often revealed when one explores the true underlying motives of each party. The more interests are known, the more options can be considered in negotiation.
Tips for exploring the other party’s interests
Identify the decision maker.
Identify how it may serve the other party’s interests to help you achieve your goals.
Determine why the other party might say “no.”
Determine low-cost options to remove the other party’s objections.