Public Health Summer School
8. Negotiating for
Health
Carmel Williams, Manager
Strategic Partnerships
Public Health Services
SA Health
otago.ac.nz/uowsummerschool
Negotiation
Definition
• Negotiation is a process by which two or more
parties seek an agreement to establish what each
shall give or take, or perform and receive in
transaction between them.
Saner 2011
• It is a process of making joint decision when parties
involved have different preferences, interests and
drivers.
• Many approaches to negotiation
Principles of Negotiation
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Two or more parties
Convergent or divergent interests
Voluntary relationships
Distribution or exchange of tangible or intangible resources
Sequential, dynamic process
Incomplete information
Alterable values or positions as affected by persuasion and
influence
Negotiation Dance
Negotiation Dance
Negotiation
Outcomes
HiAP and Negotiation
Health in All Policies requires a
negotiation strategy that looks for winwin (co-benefits) or Value Added
Approach.
Not zero-sum-games with win-lose
outcomes.
Value Added Negotiation
• Clarify interests
• Know and understand what you want and
what the other parties want out of the deal
• Identify options
• What are the tangible and intangible
assets that can be traded
• Create at least two or more “Deal
Packages”
• Multiple deal opportunities
• Sell the deal and ask the other side to
select one
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Discuss and the deal packages different
benefits/ trade offs in the deal packages
• Perfect the chosen deal
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Are all parties happy?
SA HiAP and Diplomacy
Flexibility and Responsiveness
Working within the time constraints, policy context and
organisational structure of our partners
Using different methodologies according to organisational needs
Recognition and Mutual Respect
Working with the existing skills and knowledge within partner
organisations
Sharing recognition for outcomes within partner organisation’s
spheres of influence and with state and international audiences
Support and Resources
Providing knowledge and expertise
Accessing and brokering expertise
Assisting in establishing government networks
Facilitating the HiAP process and equipping organisations with the
tools and processes to achieve their aim
SA HiAP and Diplomacy
Outcome-Focused
Increasing political support for organisations
Providing evidence-based solutions
Documenting the process and outcomes according to
organisational needs
Clarity and Collaboration
Ensuring respective roles and responsibilities are clear
Working on the partnering organisation's policy agenda
Modeling consultation and clear communication
Taking on joint ownership of the work
Following through on commitments
Ethical Negotiation
Ten tips to ensure win- win outcomes
1. Know what is not negotiable
2. Be honest
3. Keep your promises
4. Have multiple options
5. Be willing to say “no”
6. Be familiar with the law
7. Go with your gut
8. Practice the concept of no surprises
9. Follow the platinum rule
10. Be prepared to walk away from a deal
The Negotiator magazine 2003
Peter B Stark and Jane Flaherty