Negotiation: A Method for
Everyone is a
negotiator. It begins in
childhood; ever notice how effective 5-year-olds are in getting the
results they want? If you
felt angry about the “settlement” as a parent, chances are this was
not a WISE agreement that mutually satisfied both you and your child.
You did not employ Principled Negotiation.
the arena of dealing with children, physician executives will find
themselves negotiating employment contracts, consulting proposals,
merger and acquisition agreements, performance goals for subordinates,
business alliances---to name a few.
In every situation, Principled Negotiation is your goal.
A wise agreement is the result of focusing on basic
interests, mutually satisfying options and fair standards.
In addition to achieving a wise decision, Principled
Negotiation permits you to efficiently reach gradual consensus on
a joint decision. Furthermore,
by dealing empathetically and directly with the other negotiator as
another human being, you reach an amicable agreement.
Fisher and William Ury describe the Principled Negotiation method in
their classic book, Getting
to Yes: Negotiating Agreement Without Giving In.
The authors’ method has four steps:
- Separate the People
from the problem
- Focus on Interests,
- Invent Options
for mutual gain
- Insist on using
This book is a must read!
Gaillour, MD, Business Consultant and Executive Coach for
Healthcare Leaders firstname.lastname@example.org,