The importance of relationships in hospital negotiation strategies

Abstract

Negotiation is one important way for hospital 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 negotiate effectively with a wide range of other parties. Hospital managers should consider the relative importance of both the substantive and relationship outcomes of any negotiation. These two factors, when viewed both in terms of the priorities of the hospital executive and the other party may guide the executive's anticipation of negotiation scenarios and selection of appropriate negotiation strategies.