Introduction to Negotiations – PST06101 Leadership and Management

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NTA Level 6 • Semester 1 • PST06101

Introduction to Negotiations

Leadership and Management • Source Session/Topic 24
Full source-text version: all educational wording from the extracted learning source is retained; only presenter/tutor metadata and web-layout noise are removed, while formatting is improved for readability.

Session 24: Introduction to Negotiations

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Define negotiation
• Describe importance of negotiation in delivering health services
• Enumerate key negotiators in pharmaceutical services in the health service.
• Explain the negotiation occurance
• Explain the negotiation attitude
• Explain the negotiation end results

Resources Needed:

• Flip charts, marker pens, and masking tape
• Black/white board and chalk/whiteboard markers
• LCD projector and computer
• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

2 05 minutes Presentation Negotiation

30 minutes Presentation

Importance of Negotiation in Delivering

3 Small Group

Health Services

Discussion

25 minutes Presentation Key Negotiators in Pharmaceutical Services in

4

the Health Service

5 25 minutes Presentation Negotiation Occurrence

6 05 minutes Presentation Negotiation Attitude

7 15 minutes Presentation Negotiation End Results

8 05 minutes Presentation Key Points

9 05 minutes Presentation Evaluation

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SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Negotiation (5 minutes)

• Is a discussion intended to accomplish resolving disputes, reach an agreement on a course

of action, Bargain for individual or collective advantage end result to satisfy various

interests

STEP 3: Importance of Negotiation in Delivering Health Services (30

minutes)

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What is the importance of negotiation in delivering health services?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

• Negotiation leads stakeholders to establish common understanding on how to address a

common goal which for this matter is health services.

• Enables health service provider establish a limit of the product cost with suppliers which

will finally lead to the affordable cost to all suppliers, providers and consumers

• It provides room to negotiate terms with contractors for the benefits of both sides

contractor and beneficially.

• Through negotiation Public Private Partnership is made possible where the two sides

share areas to provide health services for mutual benefits.

• Negotiation helps to build capacity of both sides who participate in the negotiation

process

• It facilitates establishing linkage between the two sides.
• Gives room to share resources to address the established goal
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STEP 4: Key Negotiators in Pharmaceutical Services in the Health Service

(25 minutes)

• Pharmacist or pharmaceutical staff who are qualified in the pharmaceutical field
• Health facility management with decision making power like head of facility
• Technical skills staff like Supplies Officer, Administrators, Planners
• When necessary Financial staff
• Representatives of the clients who deals with community services

STEP 5: State when Negotiation Occur (25 minutes)

• Negotiation occurs at work situations between different actors when need arises
• Occurs when the two sides negotiate on Project deliverables & deadlines as set
• It occurs regarding Contract negotiation between contractors and management
• It happens when delegating work or assignments to a junior staff hence the two sides

should negotiate to create deep understanding

• Negotiation occurs when the two sides are discussing on Employment offer terms

between the offer and the acceptance

• Negotiation happens to negotiate on personal situations when things not clearly

understood between the two parties

• Negotiation occurs during marriage/relationships between two sides or parties may be on

bride prize or misunderstanding between the husband and wife

• Living day-to-day life environment where neighbors may differ leading to negotiation

need

• Government proceedings between employer side and employee side which causes

disputes like what is happening now on worker‘s retirement benefits that lead to

negotiation between the government, trade Union or beneficiaries themselves.

STEP 6: Negotiation Attitudes (5 minutes)

• Ready to accept the result of negotiation.
• Attitude to listen others opinions
• Calm or peaceful attitude leading to the harmonious negotiation environment
• Avoidance of attacking the other side even when they express strong message try as much

as you can to be humble.

• Avoid dominance or ego status as that may harm the negotiation.

STEP 7: Negotiation End Results (15 minutes)

• Win/Win

o Cooperative, all parties feel good and are committed to the plan of action where all

parties benefit

• Win/Lose

o In a negotiation with authoritarian approach to one side to loose

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

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• Lose/Win

o At this area one side surrender to lose and the left side to win

• Lose/Lose

o Is a negotiation which focused on the other party as opponent regardless of the

incurred cost.

• No Deal

o The two sides agree to disagree

STEP 8: Key Points (5 minutes)

• Negotiation is discussion between two or more parties to accomplish resolving disputes or

intended task like contract and reach an agreement on a course of action. Or

• Is the bargaining for individual or collective advantage end result to satisfy interests

various involved parties.

• During negotiation actors should be in the following attitudes: Ready to accept the result,

listen other side, calm, avoidance of attacking other side and avoidance of one side

dominance.

• End result of negotiation may be win – win situation, win – lose situation. Lose – win

situation, lose – lose situation and no -deal situation.

STEP 9: Evaluation (5 minutes)

• What is negotiation?
• What are the negotiators in pharmaceutical services?
• When negotiation does occur?
• What are end results of negotiation?
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References

Koontz, H. (1984). Management. New York: McGraw-Hill.

Luthans, F. (1981). Organizational Behavior. Auckland: Mcgraw-Hill International Book

Company.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika.Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers

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