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Related Experiment Videos

Negotiation skills for physicians.

Dimitri J Anastakis1

  • 1Department of Surgery, University of Toronto, and Surgical Services, University Health Network, Ontario, Canada. dimitri.anastakis@uhn.on.ca

American Journal of Surgery
|January 18, 2003
PubMed
Summary
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Physicians need strong negotiation skills to navigate limited healthcare resources. The basic needs model, focusing on identifying needs, alternatives, and strategies, is recommended for effective conflict resolution.

Area of Science:

  • Healthcare Management
  • Conflict Resolution
  • Physician Negotiation

Background:

  • Increasingly limited resources in healthcare necessitate effective stakeholder negotiation.
  • Physicians require honed negotiation skills to manage diverging interests while identifying common ground.
  • Effective communication of goals, needs, and wants is crucial for successful negotiation.

Purpose of the Study:

  • To define negotiation within the healthcare context.
  • To introduce the "basic needs" model of negotiation.
  • To outline essential components for physicians engaging in negotiation.

Main Methods:

  • Definition of negotiation as a strategy to resolve divergent interests.
  • Introduction of the "basic needs" model for negotiation.

Related Experiment Videos

  • Identification of key elements within the basic needs model: needs assessment, identifying the best alternative to a negotiated agreement (BATNA), and strategy/tactic selection.

    • Main Results:

    • Negotiation is a critical skill for physicians facing resource limitations.
    • The "basic needs" model provides a framework for effective negotiation in healthcare.
    • Successful negotiation hinges on understanding one's own needs, alternatives, and strategic approach.

    Conclusions:

    • Physicians should prioritize developing negotiation expertise.
    • The "basic needs" model offers a practical approach for physicians to achieve favorable outcomes.
    • Mastering negotiation is essential for physicians to effectively manage resources and stakeholder relations.