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SCENARIO: Williams Medical Center is a 1,000-bed, university-affiliated, non-profit facility located in a large metropolitan area. It is currently reeling from its second large malpractice suit this year. Adverse drug effects were the source of both incidents, and this time the press coverage was brutal. In an effort to restore the hospital's reputation, the Board of Trustees has publicly committed the Center to develop a comprehensive drug prescription policy. The Board asked the Pharmacy and Therapeutics Committee (P&TC) to submit policy recommendations for the next Board meeting. Each member has been given a strong opening position from which they must back down if they are to create a drug policy that will convince the press and the public that the Center is still in the forefront of its field.
MAJOR LESSONS:
It is important for each participant to understand his/her BATNA. This will provide a way to evaluate options or packages developed during the bargaining process.
In this exercise it is particularly important to separate the personalities of players from the problems that confronts them. Participants must prevent their prescribed personalities from clashing with those of the other Committee members.
This case introduces the possibility for contingent agreements. Contingent agreements provide a way for two directly opposing parties to find common ground.
This exercise exposes participants to a two-tiered negotiation situation. Players must explore the interests of those working as allies behind the table as well as those working across the table.
TEACHING MATERIALS:
For all parties:
General Instructions Summary of Issues and Options Role Specific Confidential Instructions for:
Bradley Moore Patricia De Vecchio Robert Macomber Stewart Fein Susan Sanchez Teacher's Package:
All of the above Teaching Note Outline for Teaching Note
KEYWORDS: Multi-party negotiation; health care negotiation; managing conflict inside the organization; inside-outside negotiation
SIMILAR SIMULATIONS: St. Francis Hospital and the Managed Medical Model.
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