1. Problem Solving Negotiation for the Catalytic Leader Chinook Institute 2012 David Landis

2. Definition A negotiation is a trade - “I’ll do Y, if you’ll do X.”

30. Worker’s Comp Deal Business Labor Dr. Choice Managed Care Indexed Benefits Safety Comm./ Inspectors

31. Worker’s Comp Deal Business Labor Dr. Choice Yes Managed Care Yes Indexed Benefits No Safety Comm./ Inspectors No

32. Worker’s Comp Deal Business Labor Dr. Choice Yes No Managed Care Yes No Indexed Benefits No Yes Safety Comm./ Inspectors No Yes

33. Worker’s Comp Deal Business Labor Dr. Choice Yes 1 No Managed Care Yes 2 No Indexed Benefits No 3 Yes Safety Comm./ Inspectors No 4 Yes

34. Worker’s Comp Deal Business Labor Dr. Choice Yes 1 No 3 Managed Care Yes 2 No 4 Indexed Benefits No 3 Yes 1 Safety Comm./ Inspectors No 4 Yes 2

49. Preferred Group Practices… 1. Identify and agree on process norms 7. Visual display of information, options, etc 2. Facilitation, hear everyone 8. Listening for threads of agreement 3. Create problem statement 9. Recasting solutions in search of broad consensus 4. Learn interests and priorities 10. Late commitments, broad consensus 5. Develop multiple options 11. Careful review of agreement 6. Link differences for joint gain 12. Celebrate the agreement