Negotiation for Cohesion in a Complex Adaptive System

Andrew Johnson Paul Lane Robyn Clay-Williams Danny Tucker Melissa Freestun

A Key to Resilience

Greetings from Townsville

Introductions

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NEGOTIATION STYLE SELF-ASSESSMENT

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Negotiation Styles

Lewicki, Hiam and Olander

A Story of an Orange and Two Sisters

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S-A-I

S-A-D

Two Sisters, One Orange The classic parable for integrative bargaining is described by Mary Parker Follett2, the founder of the concept in the 1920’s. This is the story of the two sisters squabbling over the last orange in the pantry. Each argues for their share of the orange and in the end they compromise in the traditional distributive fashion, each taking half of the orange. Each achieved exactly half of their desired outcome. Each took their half and put it to their intended purpose: one to extract the juice and the other to use the peel to flavour a cake. After they had discarded the remains, they came to the realisation that each could have had 100% of their desired outcome if they had understood the interests of their sister.

Two sisters, one orange

Negotiation – What is it? The process by which two or more people or parties establish agreement where the outcome is uncertain

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Negotiation Skills • What is negotiation • Why is negotiation important for resilient healthcare • Interest Based versus Positional Negotiation • Negotiation styles • Your default negotiation style • What does your default negotiation style mean for you • Explore Cultural dimension

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How often do we negotiate?

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Why do we think that Negotiation is important in healthcare?

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A story of a surgeon and his たこつぼ

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Takanori

The Importance of Sleeping Together

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DRAW YOUR ORGANISATION Lets play a game

Most people draw it like this…

NOW… DRAW HOW YOUR ORGANISATION WORKS

Our Organisations work like this …

[Creswick, Westbrook and Braithwaite, 2009]

• Problem solving networks in an ED

Nurses Doctors Allied health Admin and support

THEN WHAT?? If That is true…

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Reconciling the Dual Realities of the Linear and the Complex

NEGOTIATION Moving from the “Pyramid of Power” to the “Network of Negotiation”

TO INTEGRATE OR TO DISTRIBUTE The First Question…

Moving From Positions to Interests

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Positions What you say you want

Interests Why you want it, what concerns you

Moving From Positions to Interests

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Two Sisters, One Orange The classic parable for integrative bargaining is described by Mary Parker Follett2, the founder of the concept in the 1920’s. This is the story of the two sisters squabbling over the last orange in the pantry. Each argues for their share of the orange and in the end they compromise in the traditional distributive fashion, each taking half of the orange. Each achieved exactly half of their desired outcome. Each took their half and put it to their intended purpose: one to extract the juice and the other to use the peel to flavour a cake. After they had discarded the remains, they came to the realisation that each could have had 100% of their desired outcome if they had understood the interests of their sister.

Two sisters, one orange

NEGOTIATION STYLES

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Negotiation Styles

Lewicki, Hiam and Olander

WHAT IS YOUR DEFAULT STYLE OF NEGOTIATION?

AWARENESS, UNDERSTANDING, FLEXIBILITY AND AGILITY

What does it mean for me?

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Negotiation Styles

Lewicki, Hiam and Olander

Green Credits

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Influence vs Control

What got us interested in Negotiation?

Process Oriented

Standards Tools: Lean Six Sigma Change Management PDSA Clinical Audit / M&M Benchmarking Redesign Clinical Guidelines

Principles Tools: Patient Partnership FRAM Simulation Ten Cs Negotiation Resilience Assessment Grid Consensus Statements

Goal Oriented

CO

MPLEXITY

UNPREDICTABILITY

RELIABLE Making the right

thing easier to

do

ROBUST Making care

better in

everyday work

RESILIENT Dealing with the

unexpected

Better Care Framework

Standardisation Tools: Checklists Automation Accreditation RCA / FMEA Protocols Clinical Pathways

Johnson A, Clay-Williams R, Lane P 2017

Cultural Differences Let’s Discuss….

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Negotiation Styles

Lewicki, Hiam and Olander

What is the Cultural Context?

Three Things Negotiation skills are critical to make a Complex Adaptive System function safely

Know your default negotiation style and exercise agility to move to other styles when required

Move from Positions to Interests

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Preparation, Preparation, Preparation Your Interests Their Interests When to Walk Away BATNA – yours and theirs Option Generation

Key Concepts in Negotiation

The Best Alternative To Negotiated Agreement •The party with the best BATNA has the most power •Spend lots of time thinking of this in advance

BATNA