8. Negotiating for Health

1. Public Health Summer School 8. Negotiating for Health Carmel Williams, Manager Strategic Partnerships Public Health Services SA Health

2. 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

3. Principles of Negotiation • 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

4. Negotiation Dance

5. Negotiation Dance

6. Negotiation Outcomes

7. HiAP and Negotiation • Health in All Policies requires a negotiation strategy that looks for win-win (co-benefits) or Value Added Approach. • Not zero-sum-games with win-lose outcomes.

8. 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 • Discuss and the deal packages different benefits/ trade offs in the deal packages • Perfect the chosen deal • Are all parties happy?

9. 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

10. 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

11. Ethical Negotiation • Ten tips to ensure win- win outcomes • Know what is not negotiable • Be honest • Keep your promises • Have multiple options • Be willing to say “no” • Be familiar with the law • Go with your gut • Practice the concept of no surprises • Follow the platinum rule • Be prepared to walk away from a deal • The Negotiator magazine 2003 • Peter B Stark and Jane Flaherty