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Negotiating for more than a slice of the pie
J D Blair1, G T Savage, C I Whitehead
1College of Business Administration, Texas Tech University, Lubbock.
Physician Executive
|February 8, 1991
Summary
Physician executives must master negotiation to manage healthcare conflicts and achieve project goals. Balancing substantive and relationship outcomes is key to selecting effective negotiation strategies.
Area of Science:
- Healthcare Management
- Organizational Behavior
- Conflict Resolution
Background:
- The dynamic healthcare environment necessitates effective negotiation skills for physician executives.
- Organizational politics and internal conflicts require adept management through negotiation.
- Physician executives interact with diverse stakeholders, demanding strong negotiation capabilities.
Purpose of the Study:
- To highlight the critical role of negotiation for physician executives.
- To emphasize the need for strategic negotiation in healthcare management.
- To guide physician executives in selecting appropriate negotiation strategies.
Main Methods:
- This study reviews the importance of negotiation in healthcare leadership.
- It analyzes the dual considerations of substantive and relationship outcomes in negotiation.
- The text suggests a framework for strategy selection based on negotiation priorities.
Main Results:
- Negotiation is essential for managing conflict and driving project success in healthcare.
- Effective negotiation requires considering both task-oriented (substantive) and interpersonal (relationship) goals.
- The relative importance of these outcomes influences the choice of negotiation tactics.
Conclusions:
- Physician executives must develop strong negotiation skills to navigate the complex healthcare landscape.
- Strategic negotiation, balancing substantive and relationship factors, is crucial for leadership effectiveness.
- Understanding the interplay between outcomes and strategies empowers executives to achieve desired results.