Teaching negotiating skills in the family medicine center

Teaching residents how to come to terms with their patients over issues such as "what is wrong" and "what needs to be done" is one of the daily challenges of precepting in family medicine. Difficulties inherent in any two-person negotiation are discussed and related specifically to the physician-patient relationship. A methodology for teaching negotiating skills is suggested. The method involves the preceptor asking the resident a number of questions that mimic a successfully negotiated physician-patient interaction. The technique allows the preceptor to identify weaknesses in the resident's abilities at the negotiating process and exposes the resident to statements that make for successful negotiating between physician and patient. Examples of weaknesses in residents' negotiating styles are described and specific recommendations for preceptors are provided.