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Related Experiment Videos

Negotiating with interactive scenarios and strategies.

G T Savage1, J D Blair, R Sorenson

  • 1College of Business Administration, Texas Tech University, Lubbock.

Physician Executive
|April 9, 1991
PubMed
Summary

Physician executives must balance substantive and relationship goals when choosing negotiation strategies. Success depends on anticipating and adapting to the other party

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Area of Science:

  • Healthcare Management
  • Negotiation Theory
  • Organizational Behavior

Background:

  • Physician executives frequently engage in complex negotiations.
  • Effective negotiation is crucial for achieving both professional and organizational objectives.

Purpose of the Study:

  • To outline strategic considerations for physician executives in negotiation.
  • To emphasize the importance of adapting strategies based on counterpart behavior.

Main Methods:

  • Analysis of negotiation principles applied to healthcare executive roles.
  • Conceptual framework for strategic selection and adaptation in negotiations.

Main Results:

  • Negotiation strategy selection should weigh substantive (e.g., financial) and relationship (e.g., trust) outcomes.
  • Initial strategies are contingent on the anticipated and actual strategies of the other party.

Conclusions:

  • Physician executives require a dynamic approach to negotiation.
  • Anticipating and responding to counterpart strategies are key to successful negotiation outcomes.

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