Negotiation skills for physicians.

Full Abstract

As stakeholders vie for increasingly limited resources in health care, physicians would be well advised to hone their skills of negotiation. Negotiation is defined as a strategy to resolve a divergence of interests, be they real or perceived, where common interests also exist. Negotiation requires effective communication of goals, needs, and wants. The "basic needs" model of negotiation is best suited to the current health care environment. In this model, negotiator must to be able to identify their needs in the negotiation, establish their best alternative to a negotiated agreement, and identify their strategies and tactics for the negotiation.

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Author information

Author/s: Anastakis, Dimitri J (DJ);

Affiliation: Department of Surgery, University of Toronto, and Surgical Services, University Health Network, Ontario, Canada. dimitri.anastakis(-atsign-)uhn.on.ca

Journal and publication information

Publication Type: Journal Article

Journal: American journal of surgery (Am J Surg), published in United States. (Language: eng)

Reference: 2003-Jan; vol 185 (issue 1) : pp 74-8

Dates: Created 2003/01/17; Completed 2003/02/14; Revised 2008/11/21;

PMID: 12531451, status: MEDLINE (last retrieval date: 12/26/2008)

Sourced from the National Library of Medicine. Abstract text and other information may be subject to copyright.

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MeSH headings (categories)

This article was linked to the MESH Headings shown below.

Cost-Benefit Analysis
Decision Making
Female
General Surgery - economics; standards
Health Care Costs
Hospital-Physician Relations
Humans
Leadership

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