CONTRACT MEETING

Readings and Resources

Textbook Readings

· Block, P. (2011). Flawless Consulting: A guide to getting your expertise used. San Francisco, CA: Pfeiffer.

· Read pp. 159-199

· Patterson, K., Grenny, J., McMillan, R., & Switzler, A. (2002). Crucial conversations: Tools for talking when stakes are high. New York, NY: McGraw Hill.

· Read pp. 131-154

· Fisher, R., Ury, W., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in. New York, NY: Penguin Books.

· Read pp. 58-81

 

This discussion centers around the Contracting Meeting (Chapter 5 of the Block text).  Block (2011) suggests that the personal interaction between consultant and client during these contracting meetings is an accurate predictor of how the project itself will proceed.  So, paying close attention during these meetings is critical. 

In this discussion you will be asked to clearly delineate and elaborate upon how to navigate these contract meetings.  Block suggests a very deliberate methodology (see Figure 2., Chapter 5). 

From that list, select what you believe are the three (3) most critical elements of how you are going to navigate these contracting meetings.  Elaborate on their relevance and why you think they deserve to be the most critical elements.  I am looking for a subjective opinion, but am also looking for your supported rationale of why these are so important.  So, citation and reference of your source(s) is required (Block, at a minimum, must be cited).  Then, in the following section, discuss how these selected elements might apply to the Vanilla Healthcare case study. Please use the following headings in your initial response as you address the topics:

Critical Elements Involved in Navigating the Contracting Meeting (Theory – Definition and description)

· Critical Element #1 __(Name The Element)___ – Relevance and Rationale

· Critical Element #2 __(Name The Element)___ – Relevance and Rationale

· Critical Element #3 __(Name The Element)___ – Relevance and Rationale

 

 Critical Elements Involved in Navigating the Contracting Meeting (Application - illustrate using the case study)

· Critical Element #1 __(Same as Above)___ – Relevance and Rationale

· Critical Element #2 __(Same as Above)___ – Relevance and Rationale

· Critical Element #3 __(Same as Above)___ – Relevance and Rationale

Other Guidelines for Initial Discussion Board Posts (please note!):