1. 8. Negotiating for Health
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