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Related Experiment Videos

The successful physician negotiator.

B J Linney

    Physician Executive
    |November 11, 1999
    PubMed
    Summary
    This summary is machine-generated.

    Master negotiation skills for physician executives through preparation and understanding opponents. Effective negotiation involves cooperative tactics, information gathering, and strategic approaches like choosing the right setting and using silence.

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    Area of Science:

    • Medical Administration
    • Healthcare Management
    • Physician Leadership

    Background:

    • Negotiation is a fundamental skill for physician executives, impacting both professional and personal spheres.
    • Effective negotiation is crucial for career advancement and successful practice management.

    Purpose of the Study:

    • To provide physician executives with practical strategies for successful negotiation.
    • To enhance the ability of healthcare leaders to achieve desired outcomes in various scenarios.

    Main Methods:

    • Exploration of cooperative negotiation principles for long-term relationships.
    • Emphasis on information gathering and understanding the opponent's values and work situation.
    • Discussion of strategic tactics such as preparation, setting, timing, silence, and having options.

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    Main Results:

    • Successful negotiation requires a proper mindset and effective preparation.
    • Understanding the opponent's perspective is key to successful outcomes.
    • Strategic approaches enhance negotiation effectiveness beyond cooperative tactics.

    Conclusions:

    • Physician executives can significantly improve their outcomes by mastering diverse negotiation skills.
    • Strategic preparation and understanding counterpart dynamics are vital for effective negotiation.
    • The ability to say no and maintain composure are critical components of successful negotiation.