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The Walk in the Woods: A Step-by-Step Method for Facilitatin

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Jackie Dun

on 15 November 2013

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Transcript of The Walk in the Woods: A Step-by-Step Method for Facilitatin

The Walk in the Woods:
A Step-by-Step Method for
Facilitating Interest-Based
Negotiation and Conflict Resolution

Negotiation
The walk in the woods is a structured negotiation and conflict resolution method that focuses attention on the interests, motives, and objectives of participating stakeholders

Guide to improve effectiveness and efficiency by expanding the range of interests and objectives that can be incorporated in negotiation

Four-part design created to help negotiators incorporate the interests, goals, and concerns of those that have a stake in both the negotiation process and its outcome (Ury, Brett, and Goldberg 1988)
Dimensions of Negotiation
Major challenge is the ability to identify and track the personal, substantive, and distributive factors that must be accounted for

Multidimensional problem solving: Scope of issues relevant to the negotiation process and outcome, and understanding that they will be perceived differently by the stakeholders depending on their perspectives

Dimensions
of negotiation could include (for stakeholders)
Tangible and intangible gains
Relative power and influence
Experiences
History of stakeholders' relationship to each other

Walk in the woods process encourages those involved to take a multidimensional approach
Case Study: A Surgical Merger
Merger of two large academic medical centers
Think! HUP and Jefferson! Lankenau and Paoli!

Needed to negotiate on many different levels: institutional, departmental, managerial, etc.

Hospital A: Primary care, surgery
Hospital B: More complex care and specialty surgery

Both had the desire to maintain high patient satisfaction and exemplary patient care and safety

Who is to be the chief of surgery? Governance model? Marketplace rivalry?
"Walk in the Woods"
"Principled negotiation" is a process used to quickly help novice stakeholders develop some basic tools for multidimensional problem solving and interest-based negotiation

Walk in the woods references the 1982 meeting between two delegation leaders, Paul Nitze (high-ranking United States government official) and Yuli Kvitsinsky (Soviet Ambassador)

They discussed shared and divergent concerns, interests, and objectives

Made a compromise that involved significant arms reductions for both countries

Step One: Revealing Interests
Step Two: Enlarging Interests
Step Three: Enlightened Interests
Step Four: Aligning Interests
The Logic
Each party states their interests
What they hope to gain or achieve out of the negotiation
Important to actively listen and discuss in a nonadversarial manner in order to gain self-understanding, awareness, and appreciation for the interests of those involved

In this situation, both facilities were able to recognize their differences and see them as assets
Identify and list points of agreement and disagreement
Agreements > Disagreements
May share common set of values

Frame:
Cognitive construct (or perspective or story) that parties use to organize and evaluate information about the issues under consideration (We all do this!)

Better understanding of each other's interests=new methods to resolve conflict and have a new focus on the "hidden" agreements- parties can see themselves as partners
Brainstorming process to develop new ideas that otherwise would not happen prior to these discussions

Creative problem solving and mini-deal making

"Value score" of 1 (everyone agreed), 2 (ambiguity), 3 (disagreed)
Those that received a 2 were then discussed and then collectively decided to group in 1 or 3 categories

The ideas in this step carried over to the bargaining in Step 4
Like a warm up!
Conclusive bargaining stage- Where parties finalize arrangements of the deal they were negotiating
Priorities must be defined
Parties articulate what they want, need, and would like to get, along with what they are eager or willing to give to make the deal

Goal is to satisfy the optimum combination of both parties' interests

Ultimately, there is a relative value for each stakeholder and it is made clear

Parties gain exchange of knowledge and ideas, and boost morale
The walk allows negotiators and facilitators to use a step-by-step method to create multidimensional solutions to the problems

Provides the opportunity for those involved to explore and exchange their individual motives and create solutions based on the combined interests

"Walk in the Woods" intent is to address the problem of collecting, exchanging, and analyzing date critical to negotiation decision making
Thank You!!
Jackie Dunayevich
NURS 748
November 14, 2013

Marcus, L. J., Dorn, B. C., & McNulty, E. J. “The Walk in the Woods: A Step-by-Step Method for Facilitating Interest Based Negotiation and Conflict Resolution.” Negotiation Journal. Volume 8: Issue 3. (2012).
Pgs 337-349.
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