Negotiating with Style

Case Discussion Part 2
Saturday Morning: A Colleague's Counsel Role Reversal Narrative for the case of The Mentor-Supervisor's Dilemma

When Dr. Jill Carter arrived in Dr. Ed Caldicott's office on Saturday, he had hot coffee and bagels sitting on his desk. His desk chair was pulled into the center of the room to form a circle with two other chairs—an old overstuffed reading chair and a walnut rocking chair with his alma mater's emblem engraved on the back. Each chair had an index card taped to the top of its frame. The rocker was labeled "Jill, Chair of Surgery," the reading chair was labeled "Ed, Humble Helper," and the desk chair was labeled "Jack, rising star." Ed had a great sense of humor and knew how concerned she was about making good decisions.

Role Reversal - Step 1

Jill smeared a half bagel with cream cheese, poured herself a cup of coffee, and sat in her assigned chair. Ed plopped into his easy chair and addressed her.

"So, Jill, congrats on mentoring the young star into his first major grant! Now the really tough mentoring begins. Tell me, what do you want out of the discussion with young Dr. Eliot?"

"You're right, Ed. This one is tough. I want to -

-- give him the time he needs for the research, of course

-- maintain the productivity of the transplant team

-- continue growing all the missions of the department, and

-- set a fair standard for what other young faculty can expect if they are successful in their research endeavors."

"And up to this point, how have your negotiations with Dr. Eliot gone?"

"Easy", Jill responded. "I used part of my recruitment package from the dean to recruit him. He was a great catch, wanted a lot, but I thought he was worth it. He has given me back all that I expected and more. But now the package is gone, I'm on my own balancing this department's missions. And this time, I'm afraid Jack is going to ask for more than I can give him."

Role Reversal - Step 2

Ed motioned for Jill to change chairs. "Okay, now you sit in Jack's seat. Let's see what is important to him, what he's likely to ask for. I'll play your role as Chair of Surgery and you just respond to me as though you were the young researcher. Jill moved to sit in the desk chair.

Ed (playing the role of Surgery Chair) begins:"Thanks for coming to see me, Jack. It seems like just yesterday that you were fresh out of fellowship and we were talking about all that you might accomplish in this department."

Jill (playing the role of Jack Eliot) responds:"Yep. It was a good move all around. The work has been hard, but I am very pleased. I really appreciate your mentorship and support in all of this. It's hard to believe that now I am going to have the time to move my research forward."

Ed/Chair: "Time, yes time is what I would like to talk about. Your grant gives you 40 percent effort, which in our system is two days a week in the lab. Have you thought about how you might adjust your current efforts to be successful in this grant?"

Jill/ Eliot: "I recall your saying that 40 percent was two days a week. With my current lab time of one day a week, that makes a nice package for a researcher."

Ed/ Chair: "Uh, Jack, when major grants comes in, the 'free' research time usually goes away. Do you anticipate changes in your clinical service or teaching responsibilities?"

Jill/Eliot: "I know that usually the unfunded research time diminishes when the federal grants begin coming in. However, I've been told that a strong surgical researcher must give 60-80 percent of his time to science. I'm going to try hard to build towards that."

"I think just a few additional support positions could make it possible to keep the transplant service going strong-a half-time staff for the lab and a new P.A. for the transplant service. That would actually keep the service growing, and bring in enough billings to make up the difference in the federal salary cap and my own full time salary."

Ed/Chair: "Hmmm… Interesting ideas. Good to consider. Additional ideas or requests?"

Jill/Eliot: "Well, yes. I think now would be a good time for me to give up my general surgery call and resident clinic. I'd keep teaching the residents and fellows on the transplant service, of course. But I think that it is time for me to drop the medical student classes, other than the session on immunology and transplants, of course."

Ed/Chair: "We'll have to think those requests through carefully. Everyone, including me, is sharing in those responsibilities currently. Anything else on your list, Jack?"

Jill/Eliot: "I realize this may be a hardship for some, but I see it as supportive of enhancing the research agendas in our department. I know that a national reputation is important for promotion; do you think you might enhance my travel funds for presentations about the project at society meetings?"

Role Reversal - Step 3

Ed Caldicott interrupts the role-play. "Nice job, Jill. You seem to know this young fellow pretty well. Now let's see how he plays the negotiation game. You remain in his shoes. I am going to take this comfortable rocker here, labeled 'Jill, Chair of Surgery.'" Let's negotiate.

"You may not find it quite so comfortable when you begin negotiating for this young faculty's requests while you try to protect everyone else in the department and maintain a sense of fairness and opportunity, Ed. Okay, I'm ready."

Ed/Carter: "Jack, I am so pleased with your success here. And yes, I do hope it leads to more. You ask a lot."

Jill/Eliot: "I give a lot also. And I can give more. I can give you the best transplant service in the state and a research center that rivals the best of them."

Ed/Carter: "Well, you do not lack self-confidence. That's a good trait in a surgeon. I need you to think about your contributions to the service of the whole department. Let's consider all these things: your future as a clinical researcher, your contribution to the department, the resources the department can provide."

Jill/Eliot: "My contribution to the department… Do you think a productive transplant service and a significant research award with more to come are not sufficient to balance asking others to share more of the clinical service?"

Ed interrupts the role play. "Jill, do you think he will threaten to withdraw from service if you push this? "

"I think he will push for all he can get." Jill says. "He is as competitive in negotiation as he is in his clinical practice and research endeavors."

"I think you need a bit more prep than I can give here," Ed says. "I wonder what others think the best approach is to address the young surgeons' requests?"

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