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Sharpen your bargaining skills.

Authors :
Marcus LJ
Source :
Medical economics [Med Econ] 1996 Oct 14; Vol. 73 (19), pp. 211, 215-8, 221.
Publication Year :
1996

Abstract

As the health-care revolution continues, bargaining skills have become more crucial for doctors than ever before. If you want your practice to thrive, you must regularly negotiate with colleagues, practice administrators, allied health professionals, managed-care plans, business groups, hospitals, and the government. Yet medical schools and residency programs devote little if any time to negotiating skills. The "golden days," when physicians could afford to be mavericks, are over. Doctors must develop a new collaborative outlook to be successful and happy in their careers, says Leonard J. Marcus, Ph.D., lead author of the book "Renegotiating Health Care: Resolving conflict to Build Collaboration." He and his co-authors often conduct seminars for health professionals on improving bargaining skills. The following excerpt concerns the role of conflict in negotiation, and how to resolve it.

Details

Language :
English
ISSN :
0025-7206
Volume :
73
Issue :
19
Database :
MEDLINE
Journal :
Medical economics
Publication Type :
Academic Journal
Accession number :
10162452