Health / Medicine / Pharmaceutical Negotiation Role-Play:

Williams Medical Center

Eileen Babbitt and Lawrence Susskind
Five-party negotiation among representatives of pharmacists, physicians, nurses, and administrators to develop recommended changes to the drug prescription policy of a large metropolitan teaching hospital

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Free review copies of non-English Teacher’s Packages will be emailed upon request. Please contact  or telephone 800-258-4406 (within the U.S.) or 781-966-2751 (outside the U.S.)


Williams Medical Center is a 1,000-bed, university-affiliated, non-profit facility located in a large metropolitan area. It is currently reeling from its second large malpractice suit this year. Adverse drug effects were the source of both incidents, and this time the press coverage was brutal. In an effort to restore the hospital’s reputation, the Board of Trustees has publicly committed the Center to develop a comprehensive drug prescription policy.

The Board asked the Pharmacy and Therapeutics Committee (P&TC) to submit policy recommendations for the next Board meeting. Each member has been given a strong opening position from which they must back down if they are to create a drug policy that will convince the press and the public that the Center is still in the forefront of its field.



  • It is important for each participant to understand his/her BATNA. This will provide a way to evaluate options or packages developed during the bargaining process.
  • In this exercise it is particularly important to separate the personalities of players from the problems that confront them. Participants must prevent their prescribed personalities from clashing with those of the other Committee members.
  • This case introduces the possibility for contingent agreements. Contingent agreements provide a way for two directly opposing parties to find common ground.
  • This exercise exposes participants to a two-tiered negotiation situation. Players must explore the interests of those working as allies behind the table as well as those working across the table.



For all parties:

  • General Instructions
  • Summary of Issues and Options


Role Specific Confidential Instructions for:

  • Bradley Moore
  • Patricia De Vecchio
  • Robert Macomber
  • Stewart Fein
  • Susan Sanchez


Teacher’s Package:

  • All of the above
  • Teaching Note
  • Outline for Teaching Note



Multi-party negotiation; health care negotiation; managing conflict inside the organization; inside-outside negotiation



St. Francis Hospital and the Managed Medical Model


Williams Medical Center Attributes

Time required:
1-2 hours
Number of participants:
Teams involved:
Agent present:
Neutral third party present:
Teaching notes available:
Non-English version available:
PON Teaching Negotiation Resource Center

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Soft copy vs. hard copy

You may order this role simulation in either soft copy (electronic) or hard copy (paper) format. If you select the soft copy option, you will receive an e-mail with a URL (website address) from which you may download an electronic file in Adobe Acrobat PDF format. You are then permitted to view the document on your computer and either print the number of copies you purchased, or forward the electronic file as many times as the number of copies you purchased. You will only receive a link to one electronic file per document. So, if you order 25 soft copies, you may either forward copies of the link to 25 people via e-mail, or print (and/or photocopy) 25 hard copies of the document.

If you select the hard copy option, you will receive paper copies of this role simulation via the shipping method you select.

The purchase price and handling fee are the same for both soft and hard copies. Soft copies do not entail a shipping fee.

For additional information about the soft copy option, please visit our FAQ section, or contact the PON Teaching Negotiation Resource Center at or 800-258-4406 (within the U.S.) or 781-966-2751 (outside the U.S.).

Please note: At the present time, Teaching Negotiation Resource Center soft copies are compatible with the following versions of the Adobe Acrobat Reader: English, German, French, Spanish, Swedish, Portuguese, Japanese, and Korean. If you have a different version of the Acrobat Reader, you may wish to download one of these at, or contact the PON Teaching Negotiation Resource Center at, 800-258-4406 (within the U.S.), or 781-966-2751 (outside the U.S.) for further assistance. This restriction does not apply to the freely available Teacher’s Package Review Copies.

Ordering a single copy for review

If you wish to review the materials for a particular role simulation to decide whether you’d like to use it, then you should order a single Teacher’s Package for that role simulation. A PDF, or soft copy, version of the Teacher’s Package is also available as a free download from the description page of most role simulations and case studies. There is no need to order participant materials as well as a Teacher’s Package, as all Teacher’s Packages include copies of all participant materials. In addition, some Teacher’s Packages (but not all) include additional teaching materials such as teaching notes or overhead masters. Please note that the materials in Teacher’s Packages are for the instructor’s review and reference only, and may not be duplicated for use with participants.

Ordering copies for multiple participants

If you wish to order multiple copies of a role simulation for use in a course or workshop, simply enter the total number of participants in the box next to “Participant Copies.” There is no need to calculate how many of each role is required; the Teaching Negotiation Resource Center will calculate the appropriate numbers of each role to provide, based on the total number of participants. For example, if you wish to order a 2-party role simulation for use with a class of 30 students, you would enter “30” in the box next to “Participant Copies.” You then would receive 15 copies of one role and 15 copies of the other role, for use with your 30 participants. As another example, if you ordered 30 participant copies of a 6-party role simulation, you would receive 5 copies of each role.

In the event that the number of participant copies you order is not evenly divisible by the number of roles in the simulation, you will receive extra copies of one or more roles. Participants receiving the extra roles may partner with other participants playing the same role, thus negotiating as a team. So, for instance, if you ordered 31 copies of a 2-party role simulation, you would receive 15 copies of the first role and 16 copies of the second role. One of the participants playing the second role would partner with another participant playing that same role, and the two would negotiate as a team.