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
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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?
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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
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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!
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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
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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!
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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
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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
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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!
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Willingness to thoroughly prepare
High expectations
VALUABLE PERSONAL TRAITSVALUABLE PERSONAL TRAITS
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Patience to listen
Commitment to personal integrity
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The power of setting specificgoals
GOALS & EXPECTATIONSGOALS & EXPECTATIONS
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Motivates people
Creates focus during the
bargaining session
Makes you more persuasive
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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.)?
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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
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Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
EILEEN CROWE
Director of State Association Relations, ASHA
� Make it� Make it
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Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
� Use demonstrations and symbolicactions
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Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
•Put your heart into it
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Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
•Tell a story
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Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
•Personalize it
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Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
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Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
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Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
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Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
•Make it a puzzle
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Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
• Build bridges with analogies andmetaphors
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Grabbing your Audience’sAttention
Grabbing your Audience’sAttention
•Force your audience to think
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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.’