Negotiate Enrollment Support Without Positional Bargaining
Use principled negotiation to move a PI enrollment disagreement from positions to interests and options.
Principal investigator Dr. Shah The PI rejects Saturday screening, but enrollment pressure remains real. Use principled negotiation: respect the person, uncover interests, generate options, and anchor choices in objective criteria like protocol windows, clinic flow, and enrollment data. Separate people/problem Find interests Invent options with criteria The PI says, Saturday screening is not possible. What is the best first response? You learn pharmacy coverage is the Saturday blocker. What line builds options? How should you anchor the next step in objective criteria? The best dialogue moves from a rejected position to the interests behind it, then to a measurable option…
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