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Choose one party – either the Hospital Director or the Leader of the CHAG and answer the following questions by reference to the scenario and to your reading of the negotiation reading material:
1.    What are your interests in this negotiation? (100 words)
2.    What are your negotiating partner's interests? (100 words)
3.    What do you want to ask your partner about his/her interests? (50 words)
4.    What options could you propose to meet your key interests and theirs? (100 words)
5.    What standards or criteria could you use to decide among several possible options? (50 words)
6.    What interpersonal issues or difficulties might emerge in this negotiation? If you do encounter some difficulty, how could you “separate the people from the problem”? (100 words)
7.    What is your BATNA (Best Alternative to a Negotiated Agreement)? (25 words)
8.    Based on the analysis of your BATNA, what is the minimum you would be willing to accept? (50 words)

Managing Quality, Risk and Cost in Health Care

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