persuasion & negotiation in advocacy · 2014. 11. 6. · persuasion & negotiation in...
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PERSUASION & NEGOTIATION IN ADVOCACYPERSUASION & NEGOTIATION IN ADVOCACY
ANGELA FOEHL, J.D., M.P.H.
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Director of Private Health Plans Advocacy, ASHA
MARK KANDER, M.H.A.
Director of Health Care Regulatory Analysis, ASHA
EILEEN CROWE, Director of State Association Relations, ASHA
STEVEN C. WHITE, PhD, CCC-A, ASHA Fellow
Director of Health Care Economics and Advocacy
ASHA Annual Convention 2008 ChicagoNovember 21, 2008 1:30 – 2:30 pm
PERSUASION & NEGOTIATIONPERSUASION & NEGOTIATION
What do they mean?
How are they different?
Leverage?
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Leverage?
Who changes position?
Potential Gain?
How do I know which to use?
Recognize the other person’s viewpoint
& constraints-EMPATHIZE
Draw out information by being relaxed,
pleasant cooperative-Knowledge is
THE ART OF PERSUASIONTHE ART OF PERSUASION
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pleasant, cooperative-Knowledge is
Power!
Ask questions & Listen!
Set up a ‘chain of agreement’ with steps
leading to your ultimate points
Win-Win
Compromise
Meet Midway
Give to Get
THE ART OF NEGOTIATIONTHE ART OF NEGOTIATION
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The Lagniappe-Add Something
Unexpected
Set up a ‘chain of agreement’ with steps
leading to your ultimate points
Know when to STOP!
How can I win at advocacy?
Decide- What is your “win”?
Know yourself, know your audience• What does your win mean to the audience? To you?
BE A WINNER!BE A WINNER!
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What does your win mean to the audience? To you?
• Will a change benefit or hurt?• What type of person is your advocacy target?• Environment as a clue to personality• Listen more than you talk & talk after the target
Know pro & con arguments on both sides
Be prepared! Role play before meeting
PROBLEM SOLVING:PROBLEM SOLVING:A Prelude to SuccessA Prelude to SuccessPROBLEM SOLVING:PROBLEM SOLVING:A Prelude to SuccessA Prelude to Success
ANGELA FOEHL, J.D., M.P.H.
Director of Private Health Plans Advocacy, ASHA
Define the Problem-Target
Policy? Error?
Insufficiency? Ignorance?
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Insufficiency? Ignorance?
Problem Elements- Break it Down!
Context- Describe & Diagram the System
System Flaws that Create Problems- What? Where?
Flaws- Which Need Change?
Power Agents- Who can Correct System Flaws?
Power Agents- Motivations & BarriersTo Act or Not to Act? That is the Question!
MARK KANDER, M.H.A.
Director of Health Care Regulatory Analysis, ASHA
If you are basically an
YOUR BARGAINING STYLEYOUR BARGAINING STYLE
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If you are basically an
accommodating, nice person . . .
Don’t try to be hard-nosed or super
competitive
Be comfortable with yourself
If you are a super competitor . . . .
Tone it down, unless you possess
YOUR BARGAINING STYLEYOUR BARGAINING STYLE
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, y p
significant bargaining
chips/clout
Key attributes you can develop
Good memory or system for quick
retrieval of data
BEYOND STYLE - -to EFFECTIVENESSBEYOND STYLE - -to EFFECTIVENESS
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Handling stress well
Being “quick” verbally
Positive attitude – just as important
as ability!
Willingness to thoroughly prepare
High expectations
VALUABLE PERSONAL TRAITSVALUABLE PERSONAL TRAITS
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Patience to listen
Commitment to personal integrity
The power of setting specificgoals
GOALS & EXPECTATIONSGOALS & EXPECTATIONS
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Motivates people
Creates focus during the
bargaining session
Makes you more persuasive
Can you create an effective coalition?
Determine when consumers should be
p rt f th liti n
THE POWER OF COALITIONSTHE POWER OF COALITIONS
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part of the coalition
Identify motivated, persuasive SLPs or
audiologists
When are other professions appropriate
(e.g., pediatricians, social workers, etc.)?
Good guy opens with friendly, rapport-
building chatter . . .
Bad guy opens with an attack on your
proposal or position
WATCH OUT FOR THEGOOD GUY/BAD GUY DUETWATCH OUT FOR THE
GOOD GUY/BAD GUY DUET
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proposal or position
Good guy insists that the colleague make
a concession
. . . .You think you have already scored
Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
EILEEN CROWE
Director of State Association Relations, ASHA
� Make it� Make it
Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
� Use demonstrations and symbolicactions
Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
•Put your heart into it
Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
•Tell a story
Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
•Personalize it
Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
•Make it a puzzle
Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
• Build bridges with analogies andmetaphors
Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
•Force your audience to think
POWER IN CHANGEPOWER IN CHANGE
IT’S UP TO YOU!
POSITIVE THINKING LEADS TO POSITIVE
ACTION
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STUDY ROLE MODELS FOR SUCCESS
BE A WINNER EVERY TIME—GIVE YOURSELF
DUE CREDIT FOR TRYING
As Dr. Phil says,
‘Doing what you’ve always done gets you
what you always got.’