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1) “Well, we have to do this because it’s a government requirement.”

2) “You all raise valid points of concern. The evidence shows a significant benefit to our patient care.”

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3) “What could be done in the implementation that would relieve some of your worries?”


Responses to Option 1

Pharmacist: “We can make this switch as soon as you are ready.”

Pre-Op Nurse: “We’ll have to tell the patient to come in four hours before the surgery to do this. What a pain.”

Surgeon: “The heck with this. You can’t make me do it.”

Finance Analyst: “It saves money. Just do it.”


Responses to Option 2

Pharmacist: “There is a real benefit. Surgical site infections drop like crazy. It’s the right thing to do.”

Pre-op Nurse: “I want to do the right thing. If Pharmacy can get the drugs up to the unit in the morning, maybe I can start the IVs faster.”

Surgeon: “I’m all about patient care, but why can’t I use what I’ve always used?”

Financial Analyst: “It saves money. Just do it.”


Responses to Option 3

Pharmacist: “It would help me to know how many drug doses to stock in the OR each morning so I can make sure they have what they need on hand.”

Pre-op Nurse: “That would sure help me. We can begin by having the IVs pre-prepared so we just have to put the needle in the patient.”

Surgeon: “Can I see the data about wound infections? How do I stack up against other surgeons?”

Financial Analyst: “Great, you all see it. It saves money. Let’s do it.”



As is usually the case, it is possible to achieve some measures of acceptance of changes. The way you respond will affect your ability to do this. However, in real life, it rarely happens this quickly.


When involved in negotiations, key elements to remember include:

· Pay close attention to the reasons people give for their resistance. You will gain a better insight into their thought processes and can tailor your responses to their perspectives.

· You may have to ask questions several times to dig into the real reasons why people may oppose something. The opposition sometimes can be driven by fears and anxieties, but those are not usually expressed initially. However, if you keep asking questions and listening carefully, they will begin to emerge.

· Once you have a sense of the perspectives of the various stakeholders about the change, you can begin to address them and use them to overcome any objections to the change.

· Sometimes the best you can get in the initial conversations is a willingness to move away from “I’m not gonna.” to “Let me see the data.” That’s a big step toward willingness.


Based on this initial scenario, develop an implementation plan. It should include:

· The administrator’s initial statement of what is being implemented and why.

· (Review the stakeholder’s background thinking and first responses.) The administrator’s (your) response option choice.

· How to communicate with the stakeholders (especially if they need further convincing).

· What evaluation criteria are needed?

· Time frames.

· Other items you think would be valuable to include.

week 8



Write a proposal paper (1,250-1,500 words) for a major change project that you would like to lead.


Identify a health care issue that interests you and explain why.


Develop a rationale using evidence-based research, including:

1) The background.

2) Statistical findings.

3) Probable stakeholders.

4) Logical conclusions.


Design an implementation plan for the project, including:

1) A communications plan.

2) Creation of a design and implementation team by roles.


List the strategies you would use to lead the team to success and identify potential obstacles that may be faced, along with plans to deal with them.


Prepare this assignment according to the APA guidelines found in the APA Style Guide, located in the Student Success Center. An abstract is not required.


This assignment uses a grading rubric. Instructors will be using the rubric to grade the assignment; therefore, students should review the rubric prior to beginning the assignment to become familiar with the assignment criteria and expectations for successful completion of the assignment.

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