Negotiating for more than a slice of the pie.

Academic Article

Abstract

  • Negotiation is an important way for physician executives to manage conflict and to accomplish new projects. Because of the rapidly changing nature of the health care environment, as well as conflicts and politics within their organizations, managers need to effectively negotiate with a wide range of other parties. Managers should consider the relative importance of both the substantive and relationship outcomes of any potential negotiation. These two factors may guide the executive's selection of initial negotiation strategies.
  • Authors

    Published In

    Author List

  • Blair JD; Savage GT; Whitehead CI; Dymond SB
  • Start Page

  • 3
  • End Page

  • 9
  • Volume

  • 17
  • Issue

  • 2