Knowledge of positive ways to approach negotiation can be useful for many work situations. Effective negotiation can help achieve more favorable results, build trust and foster relationships, so it's important to have this skill. This course is designed for healthcare professionals at all stages of their career to present the key principles of negotiation, the attributes of a good negotiator, and how to lead a successful negotiation. Clinical research professionals deal with several parties for different purposes at the same time; therefore, they require excellent negotiation skills.
Considering that supervisors are not the ultimate decision makers in most aspects, they need more execution-oriented negotiation skills than strategic negotiation skills; however, they must have an appropriate mix of execution-oriented and strategic negotiation skills. The ability to use the right combination of knowledge, time, and power to conceptualize the negotiation process determines the level of strategic competence. For the most favorable hiring rates, the proactive negotiation philosophy complements professional skill and style. The sisters realized that both could have achieved 100 percent of the desired result if they had understood the other's interests and negotiated on that basis.
This three-hour, multi-topic, tripartite contractual negotiation is carried out between representatives of an HMO and two pharmaceutical companies for the purchase of a new antidepressant drug. Among the key issues to be negotiated are Hopkins HMO's target market share levels, the discounted pricing schedule for Profelice, marketing support, the status of Profelice on the form, and the duration of the agreement. Physicians also generally focused more on learning by teaching others, perhaps because this fits more closely with how they teach and learn technical skills and non-technical behaviors in the workplace. Negotiation requires prior planning and patience, as the objective is to establish the conditions under which parties with different and often contradictory objectives will cooperate.
The ability to choose the best negotiating style for the situation is based on the need to know the preferred styles of oneself and others. All current health service executives, senior physicians and management staff who completed the training course in negotiation techniques (with the exception of the study researchers) were able to participate, resulting in a population of 70 staff members. The main factor that facilitated the work of all participants was the provision of the Negotiation Toolkit, a series of worksheets designed to facilitate the preparation of negotiations. In total, 6 participants had previously completed training on negotiation or had learned the principles of negotiation; for the remaining 11 participants, the training material was new.
By instituting the philosophy, style, and skills that best suit the bargaining situation and the payer, healthcare providers can be closer to obtaining the payment levels necessary to survive.