Negotiating with interactive scenarios and strategies.

Academic Article

Abstract

  • Physician executives need to negotiate effectively with a wide range of parties. In those negotiations, they should consider the relative importance of both substantive and relationship outcomes in selecting initial negotiation strategies. Of course, these strategies may or may not be successful, depending on the strategies used by the other party. Hence, the physician executive must consider the other party's strategy and how it and his or her initial strategy are likely to interact both before and during negotiations.
  • Authors

    Published In

    Author List

  • Savage GT; Blair JD; Sorenson R; Buesseler J
  • Start Page

  • 8
  • End Page

  • 15
  • Volume

  • 17
  • Issue

  • 3