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Related Experiment Videos

Negotiating. Biases physicians bring to the table.

G R Shell1, S K Klasko

  • 1Wharton School, University of Pennsylvania, USA.

Physician Executive
|November 3, 1996
PubMed
Summary
This summary is machine-generated.

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Physicians encounter negotiation obstacles due to systematic biases from their training and professional culture. Addressing these biases is key for improving physicians' effectiveness at the bargaining table.

Area of Science:

  • Medical Education
  • Professional Development
  • Health Care Management

Background:

  • Physicians often face challenges in negotiation due to their professional culture and training.
  • Effective negotiation skills are crucial for physicians in various aspects of their practice.

Purpose of the Study:

  • To identify and analyze the systematic biases hindering physicians' negotiation effectiveness.
  • To explore explanations for these biases and propose actionable solutions.

Main Methods:

  • The study draws on the author's combined experience in medical education and clinical practice.
  • Qualitative analysis of observed negotiation behaviors and cultural influences.

Main Results:

  • Physician training and professional culture instill specific biases that impede negotiation.

Related Experiment Videos

  • These biases create significant obstacles for physicians seeking to bargain effectively.

    • Conclusions:

    • Understanding and mitigating these ingrained biases is essential for enhancing physicians' negotiation skills.
    • Implementing targeted strategies can empower physicians to become more effective negotiators.