Biomaterial Database

Negotiation techniques for health care professionals. 2007

Jonathan W Berlin, and Frank J Lexa

Evanston Northwestern Healthcare-Northwestern University Feinberg School of Medicine, Department of Diagnostic Radiology, Evanston, Ill 60201, USA. jonathanberlin@yahoo.com

Negotiation is an essential part of health care practice and is not formally taught during medical training. This article aims to improve the negotiation skills of readers by explaining the essential components of preparation before a negotiation and reviewing common techniques for optimizing negotiated agreements. The terms reservation point, target value, and best alternative to a negotiated agreement are defined, and their importance in negotiation preparation is explained. The concept of anchoring, or making the first offer, in a negotiation is reviewed, and important techniques for team negotiation are provided.

UI	MeSH Term	Description	Entries
D010565	Persuasive Communication	A mode of communication concerned with inducing or urging the adoption of certain beliefs, theories, or lines of action by others.	Persuasion,Communication, Persuasive
D011361	Professional Competence	The capability to perform the duties of one's profession generally, or to perform a particular professional task, with skill of an acceptable quality.	Competence, Professional,Generalization of Expertise,Technical Expertise,Expertise Generalization,Expertise, Technical
D011871	Radiology	A specialty concerned with the use of x-ray and other forms of radiant energy in the diagnosis and treatment of disease.
D014481	United States	A country in NORTH AMERICA between CANADA and MEXICO.
D017008	Negotiating	The process of bargaining in order to arrive at an agreement or compromise on a matter of importance to the parties involved. It also applies to the hearing and determination of a case by a third party chosen by the parties in controversy, as well as the interposing of a third party to reconcile the parties in controversy.	Arbitrating,Mediating,Arbitration,Conflict Resolution,Mediation,Negotiation,Conflict Resolutions,Negotiations,Resolution, Conflict
D018578	Hospital-Physician Relations	Includes relationships between hospitals, their governing boards, and administrators in regard to physicians, whether or not the physicians are members of the medical staff or have medical staff privileges.	Physician-Hospital Relations,Hospital Physician Relations,Hospital-Physician Relation,Physician Hospital Relations,Physician-Hospital Relation,Relation, Hospital-Physician,Relation, Physician-Hospital,Relations, Hospital-Physician,Relations, Physician-Hospital