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Elmwood Hospital Planning Document

Name: Vinay Akula       Section: 601  602   (circle one)       

Role:     Hospital        Community Member   (circle one)

This is an Integrative Negotiation. Complete a Negotiation Chart for your role and detail each of the major issues to negotiate. Identify where you intend to begin this negotiation on each issue and where you wish to finish. Attach your completed Chart to this final document.

Introduction

The whole negotiation is very complex as it involves two different larger groups and the concern was not only to understand and address the needs of both the parties but also come up with the reasonable solution where in it’s a win-win situation for both the parties i.e. the CCC community and the hospital administration.

Strategy and Tactics used

Analyzing the scenario and realizing the importance to cater the concerns of the CCC community by striking a beneficial deal for both the parties. Majorly Integrative Strategy along with partial Collaborative Strategy suited the best.

Below are the specific tactics used for the negotiation.

1. Logroll: Identifying and prioritizing the concerns helps to achieve a mutually beneficial resolution for both the parties. Even though there may be a tradeoff but this proved to be and essential tactic. Using this tactic we can ensure that all available information is taken into consideration^[1]. In this negotiation case, we specifically have 5 major areas of concerns the Concerned Community Coalition has. Hence, logrolling tactics proved to be an essential tactic.

1. Bridging and Subordination: We need to invest in coming up with a solution to convince the community, smoothing and appeasing the other party. Overall, it’s important to learn the issues at hand and construct an agenda to solve them^[2]. As providing preventive healthcare solution is a major demand of the community but over competency is in the heart care. We can invest in setting up new clinics/hospitals to cater the demand and can bring harmony in the community.

1. Non-specific compensation: In this scenario, there is a list of demands CCC has. I would research on solutions to make CCC compensated even though it required some trade-off from my end. Focusing on interests of the other group, not just taking a position, becomes necessary2.For example, to address the demand of  CCC of  replacement of the board of trustees (BOT) with CCC, a solution was to selecting one member of CCC and giving her/him a title of ‘Community Ambassador’ was a way to subside the other party concerns.

1. Expand the Pie: By investing into new research related to heart not only would cater to the demand of the CCC community but also would create more job opportunities for the community people. This way expanding the pie tactic will prove very beneficial.

References

1. Essentials of Negotiation by Roy Lewicki, Bruce Barry and David Saunders
2. PowerPoint Slides posted on ecampus.