Weeks 11-12 Team Exercise: Elmwood Hospital Dispute

Negotiation: Elmwood Hospital Dispute

Team #: __7__Sherrie Franz & Christopher Smith_____
Your Role: Elmwood Hospital
PLANNING WORKSHEET (Complete before the negotiation. This section is
worth 8 points)
First, in the space below, elaborate on one concept from Chapter 10 about
multi-party and/or group negotiation that will be relevant in this
negotiation.
____Focusing on interest, not positions.________________________________________
Self

Opponent

Positions (i.e., what do A heart research facility, a

you say you want?)
six-story nurses
residence, and a staff
parking lot with shuttle
bus service to the hospital
grounds. To have 100%
control of hospital via
director and board.
Interests (i.e., what are To keep and bring in
some underlying reasons nurses and doctors. To be
for why you have the
profitable and sustainable
above positions?)
as a hospital.

A community-controlled
board, increase in
outpatient activity(100%),
Health/Day Care at new
site, mobile team of
neighborhood residents, &
new director.

Target Point (i.e., what A heart research facility,

outcome do you ideally and a six-story nurses
want?)
residence, neighborhood
center for education, no
more than 3 CCC board
members.
Reservation Point (i.e., CCC to have controlling
what is the worst deal member in board, full
you will agree to?)
outpatient facility, mobile
diagnostic for special
cases, and neighborhood
health center for
education. NO Day care.

An increase in outpatient
activity, Health/Day Care
at new site, mobile team
of neighborhood residents,
& new director, control of
board.
An increase in outpatient
activity, and a mobile
team of neighborhood
residents.

To gain better medical

services for the
community.

BATNA (i.e., if you cant

achieve something
within the above range,
what is your best
alternative?)
Sources of Power (i.e.,
what will help you get
what you want?)

Your Opening Move

(be specific!)

Your What if Plan(s)

(i.e., try to imagine what
might happen during the
negotiation, and what
you will do)

To drag out the mediation To drag out the mediation

in hopes of gaining
in hopes of gaining
ground.
ground.

Privately owned
Providing a good
established hospital,
community to the hospital
providing services that the (i.e. patients and ceasing
community must have,
sit-ins).
positioned in the
neighborhood
Explaining that the hospitals general interests and
the CCC's general interests align, followed by how the
position the hospital wants will aid the entire
community in the long run.
If the CCC says the community needs better service
sooner rather than later, then to concede the shuttle
service, then parking lot if necessary, or lastly drag
out mediation until at least the hospital's reservation
point can be achieved.

REPORT (complete after the negotiation; in conjunction with your actual

behavior, this section is worth 5 points):
1. Name the strategy you primarily used: _Integrative________________
2. Describe a specific action of yours that demonstrated your use of this strategy
during the negotiation: __Explaining the common interest of improving the hospital.
3. Think back to the Ch 10 concept you mentioned in the planning worksheet. How
did it arise, if it did? If it did not arise, what concept from Ch 10 did arise? Be
specific and do not answer none. It was a goal of the hospital to explain common
interest as an opening move and reiterate throughout the negotiation we are also
concerned about the community and wanting to improve to better meet needs.
4. What was the biggest challenge in this negotiation? How would you deal with it in
future similar negotiations? Negotiating in a timely manner was challenging. In
the future simply being more prepared should make more efficient use of
negotiation time.

Weeks 11-12 Team Exercise: Elmwood Hospital Dispute

Negotiation: Elmwood Hospital Dispute
Team #: 7B Mahvish Jaiswal, Michael Purswell, Cynthia Gomez

Your Role: CCC

PLANNING WORKSHEET (Complete before the negotiation. This section is
worth 8 points)
First, in the space below, elaborate on one concept from Chapter 10 about
multi-party and/or group negotiation that will be relevant in this
negotiation.
Focus on interests, not positions Because we are working on what is in
the best interest of the community and this session will be mediated.

Positions (i.e., what

do you say you
want?)

Interests (i.e., what

are some underlying
reasons for why you
have the above
positions?)

Target Point (i.e.,

what outcome do you
ideally want?)
Reservation Point
(i.e., what is the
worst deal you will
agree to?)
BATNA (i.e., if you
cant achieve
something within the
above range, what is
your best
alternative?)
Sources of Power
(i.e., what will help
you get what you
want?)

Self
We want control over the
board and to replace the
director.
We also want to establish
a fully functional mobile
team and dedicate a new
facility to outpatient
services.
We dont trust the hospital
board to make decisions
that arent helping the
community.

Opponent
They will want to build the
staff parking garage and
have

We want majority control

over the board and to
have a facility that will be
dedicated to outpatient
services.
Minimum of 4 board
members from the CCC.

They will want to minimize

the amount of resources
they have to spend on the
community.

File a sanction against the

hospital and prevent them
from building on the new
property.
We can hinder the
development of the newly
acquired property and use
publicity to convince the
hospital to negotiate.

The hospital will want to

only work on projects that
are profitable, which
doesnt include outpatient
services for the local
residents.

We dont think they will

agree to more than 3
board members being
from the CCC.
Keep the board trustees
and director as is.

Board members grew up in the

community.
Attract and retain personnel with
new facility.
Keep change from happening;
afraid it will hurt the hospital
more financially.

Your Opening Move

(be specific!)

We will request that the director is replaced and that

we have a dedicated outpatient facility

Your What if
Plan(s) (i.e., try to
imagine what might
happen during the
negotiation, and
what you will do)

If we cannot get a new director we want to majority of

the seat on the board of trustees at any cost.

REPORT (complete after the negotiation; in conjunction with your actual

behavior, this section is worth 5 points):
1. Name the strategy you primarily used: Integrative
2. Describe a specific action of yours that demonstrated your use of this
strategy during the negotiation: We agreed on not having a dedicated facility
for the day care as it was not a medical reason and decided to revisit the
issue once the board members were selected at a later time.
3. Think back to the Ch 10 concept you mentioned in the planning worksheet.
How did it arise, if it did? If it did not arise, what concept from Ch 10 did
arise? Be specific and do not answer none. During the negotiation this did
arise as we shared a range of information and asked the other party question.
The mediator was also very good at probing for more information and asking
questions for clarification.
4. What was the biggest challenge in this negotiation? How would you deal with
it in future similar negotiations? Time constraint as it had to be within 45
minutes and everyone had to get their point across.