Negotiating to shift power without losing influence
Article Abstract:
Discussions on healthcare policy all too often revolve around issues of power. On the one hand are negotiators who feel they do not have power and want to get more, and on the other hand are those who have power and want to keep it. A third kind of person, who focuses on the options and actions at hand and tries to further the negotiations rather than waylay them, is most valuable. By realizing the pitfalls of power struggles, negotiating parties can develop an interest-based collaborative process that can bring about beneficial results.
Publication Name: American Medical News
Subject: Health
ISSN: 0001-1843
Year: 1996
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Successful negotiators know the process is key
Article Abstract:
The process of interest-based decision-making is defined as the why, how, who, what, when and where of the decision, and it is critical to achieving a specific goal. In the healthcare setting, the decision-making process involves very detailed planning, not the least factor in which is deciding who is to participate, when the process should begin and what it should entail. The how of the process dictates if the consensus reached is accepted by all. Attending to these details in advance raises the prospects for successful negotiating.
Publication Name: American Medical News
Subject: Health
ISSN: 0001-1843
Year: 1996
User Contributions:
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Psychological baggage can weigh down debate
Article Abstract:
Health care negotiators should be aware that emotions may be interfering with the smooth and rational process they are hoping will expedite a satisfactory agreement. They should attempt as best they can to anticipate the emotional areas the discussion will touch on and be aware of the hidden dynamic when they are at the negotiating table. Health care is particularly fraud with psychological baggage.
Publication Name: American Medical News
Subject: Health
ISSN: 0001-1843
Year: 1996
User Contributions:
Comment about this article or add new information about this topic:
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