I had a real light bulb moment yesterday... it only happens once every so often.  I was attending a training course on improving negotiating skills when dealing with commissioners to secure better outcomes, which if you get the chance to go on, is very good by the way.  There was a few things that struck me about tools to use in negotiations.  The first was the power of silence.  People can feel very uncomfortable when silences occur in the conversation and then feel like they need to fill the gap so precious information can be gleaned from commissioners if you just take a pause...say 10 seconds or so. 

The second thing and the really important light bulb moment happened in the afternoon.  The group was split into two teams and we had to perform a role play (groans all round, I don't like role plays!).  However, we solidered on!  One team had the scenario that they were a charity asking the PCT for continuation funding for the care homes they managed. The other team (the one I was on) was the PCT.  Each team had slightly different information and didn't know what the other team knew.  The idea was that negotiations had to take place and the PCT had to make cuts, while the charity needed to get more money or at least the same amount.  Our information meant that we were on the back foot, we had to make cuts but the service the charity provided had to continue and there were no other providers in the area.  Taking it in house would mean that the costs would increase massively so this was not an option.  The charity's reputation was great and the PCT's was awful.  They held all the cards and we were not looking forward to negotiating, but we set out our strategy and sat down to the table. 

Our idea was to let them talk first and glean as much info as possible, which we could then use to our advantage and haggle them down in price.  I must just admit that there was a bit of bluffing on our side, but they did not probe us on our information so never found out.  Eventually the charity rolled over and took a cut in funding.  In the post event discussion the other team agreed that they admitted defeat too easily but felt that as the PCT held the money, they held the power.  For our stance though we were really worried about the outcome and we felt that they held all the cards.  I think the lesson or light bulb moment was that you shouldn't assume just because the commissioning body hold the money, they hold the power.  Careful questioning and active listening might have uncovered our bluff and got the voluntary organisation the money they needed!