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PubMed2001

First offers as anchors: the role of perspective-taking and negotiator focus.

Three experiments explored the role of first offers, perspective-taking, and negotiator self-focus in determining distributive outcomes in a negotiation. Across 3 experiments, whichever party, the buyer or seller, made the 1st offer obtained a better outcome. In addition, 1st offers were a strong predictor of final settlement prices. However, when the negotiator who did not make a 1st offer focused on information that was inconsistent with the implications of the opponent's 1st offer, the advantageous effect of making the 1st offer was eliminated: Thinking about one's opponent's alternatives to the negotiation (Experiment 1), one's opponent's reservation price (Experiment 2), or one's own target (Experiment 3) all negated the effect of 1st offers on outcomes. These effects occurred for both face-to-face negotiations and E-mail negotiations. Implications for negotiations and perspective-taking are discussed.

Decision Making↗

PubMedDate not supplied

The negotiation process.

Do you always get what you want? Although none of us do, improving your negotiation skills can help increase your chances. This article discusses the importance of negotiation skills, the need to create a win-win situation, and summarizes the negotiation process: planning negotiations, conducting negotiations, postponing negotiations, and reaching closure, which is followed by an example. This article was written to help you to further develop your negotiation skills so that you can get what you want.

Humans↗

PubMed2001

The elaboration of the 'Stockholm convention' on persistent organic pollutants (POPs): a negotiation process fraught with obstacles and opportunities.

The conclusion in December 2000 of the negotiations for the 'Stockholm Convention' can clearly be labeled as a success. The Convention text was negotiated in merely five sessions of the Intergovernmental Negotiating Committee (INC) and accomplished after its fifth session despite the fact that numerous controversial issues, such as the inclusion of new substances under the ambit of the Convention, the acknowledgement of the precautionary principle or--clearly most controversial--the financing mechanisms, remained to be resolved. This paper attempts to provide a somewhat impressionistic account of the negotiations leading to the conclusion of the 'Stockholm Convention' as experienced by the members of the Swiss delegation participating in the negotiations of the INC. Besides a brief overview on the 'history' of the negotiations, it will focus on some issues of special interest--and controversy--to the negotiators, and finally attempt to provide an outlook on the future of the work performed by the INC and the implementation of the Convention. Issues of special interest are environmental policy issues, capacity building and financing, trade-related issues, precautionary principles, and technical and scientific issues.

Commerce↗

PubMedDate not supplied

The art of negotiation. An everyday experience.

The art of negotiation permeates every aspect of one's professional and personal life. Nurse administrators who use a scientific method of negotiation to augment professional judgment and decision making can create a climate conductive to success. The author reviews the definition and purpose of negotiation, examines concepts associated with negotiation and communication, analyzes the steps in the negotiation process, relates the negotiation process to the change process, and describes strategies for conducting effective negotiation.

Cooperative Behavior↗

PubMed1981

Negotiation as an integral part of the physician's clinical reasoning.

Recent interest in the clinical process and its teaching has been based on research which has more clearly defined what actually happens. However, the way in which the physician interacts with the patient has not been given enough emphasis. It is proposed that the concept of negotiation be added to the other components of the physician's activity in clinical reasoning. Negotiation stresses the essential personal equality between physician and patient and the necessity for agreement between them about the problem and its management before the clinical encounter can be successful. Patients may negotiate directly or indirectly. This is dependent upon their perceived power of negotiation. The power to negotiate is at its strongest in the ambulatory patient and at its weakest in the patient who is admitted to the traditional university teaching center. It therefore behooves university teachers to negotiate meaningfully with the patient in the teaching center. This will ensure that students and residents observe negotiation as an important aspect of the clinical process, avoid learning it painfully, if at all, in practice.

Activities of Daily Living↗

PubMed2004

Introducing and negotiating the use of female condoms in sexual relationships: qualitative interviews with women attending a family planning clinic.

Safe sex skills training often teach women to be assertive in condom use negotiations. However, it has been suggested that assertiveness training may be inappropriate for women who lack power in their sexual relationship. Our qualitative study of 62 women attending a family planning clinic explored various communication styles they used to introduce and negotiate female condom use in their sexual relationships. We further examined how different introduction and negotiation styles were related to actual use of the device. The device was introduced using a direct, semidirect, indirect, or nonverbal communication approach. Use of the female condom was negotiated by avoiding sex, using humor, discussing the possibility of using the condom, or being argumentative with partners. The outcome of introducing and negotiating female condom use was often mediated by other factors including partner characteristics, relationship power dynamics, situational context, and use of additional discourse strategies (e.g., describing the female condom as a sexual toy or taking the opportunity to educated partners about the female condom). Less direct approaches appeared to be as effective in facilitating use of the female condom as more direct approaches. Female condom introduction and negotiation styles that continued to engage their partners by using additional discourse strategies led to more frequent use of the device. Implications of our findings for HIV risk reduction program development are discussed.

Adult↗

PubMed2000

How the quality of third parties' settlement solutions is affected by the relationship between negotiators.

Observers watched videotapes of people negotiating. In half of the videotapes, the negotiators had a negative relationship; in the other half, the negotiators had a positive relationship. Some observers believed that the relationship was a genuine reflection of how the parties felt about one another; others were told that the behavior of negotiators was strategic (i.e., used by parties to gain advantage). Following the tape, observers recommended a settlement. Observers' suggestions were most efficient when the negotiators' relationship was positive and genuine; observers proposed significantly worse solutions when negotiators' relationships were negative and genuine. The authors advise mediators to focus on the issues rather than the emotional tone and to avoid the correspondence bias when observing conflicts among parties with negative relationships.

Adult↗

PubMed2001

Negotiating lay and professional roles in the care of children with complex health care needs.

BACKGROUND: Children with complex health care needs are now being cared for at home as a result of medical advances and government policies emphasizing community-based care. The parents of these children are involved in providing care of a highly technical and intensive nature that in the past would have been the domain of professionals (particularly nurses). AIMS OF THE PAPER: To assess how the transfer of responsibility from professionals to parents was negotiated, the tensions and contradictions that can ensue, and the implications for professional nursing roles and relationships with parents. DESIGN: Using a Grounded Theory methodology, in-depth interviews were conducted with 23 mothers, 10 fathers and 44 professionals to gain insight into the experience of caring for children and supporting families in the community. FINDINGS: From the parents' perspective, their initial assumption of responsibility for the care of their child was not subject to negotiation with professionals. Prior to discharge, parents' feelings of obligations, their strong desire for their child to come home, and the absence of alternatives to parental care in the community, were the key motivating factors in their acceptance of responsibility for care-giving from professionals. The professionals participating in the study had concerns over whether this group of parents was given a choice in accepting responsibility and the degree of choice they could exercise in the face of professional power. However, it was following the initial discharge, as parents gained experience in caring for their child and in interacting with professionals, that role negotiation appeared to occur. CONCLUSION: This study supports other research that has found that professionals' expectations of parental involvement in the care of sick children role can act as a barrier to negotiation of roles. In this study, parental choice was also constrained initially by parents' feelings of obligation and by the lack of community services. Nurses are ideally placed to play the central role not only in ensuring that role negotiation and discussion actually occurs in practice, but also by asserting the need for appropriate community support services for families. Being on home territory, and in possession of expertise in care-giving and in managing encounters with professionals, provided parents with a sense of control with which to enter negotiations with professionals. It is important that changes in the balance of power does not lead to the development of parent-professional relationships that are characterized by conflict rather than partnership.

Adolescent↗

PubMed1992

A negotiation model for the doctor-patient relationship.

A model has been developed to help physicians negotiate with patients in more explicit and effective ways. This model provides physician teachers and learners with a framework and a common language to describe the dynamic nature of the doctor-patient negotiation. This framework consists of three dimensions: content, relationship levels, and the problem-solving phases. The constructs of disease, illness, sickness and the patient's context are used to describe the content of negotiation: this is what the doctor and patient are talking about. Autonomy, power, control and responsibility are the constructs that define the relationship levels: autonomism, egalitarianism, parentalism, and autocracy. These levels describe how the doctor and patient relate to one another during their negotiation. The problem-solving phases are relationship building, agenda setting, assessment, problem clarification, management and closure. Teachers and learners can use this model to describe how the doctor and the patient affect the negotiation process, and how the process in turn affects the doctor-patient relationship and medical care. With practice using this model, physicians can increase their repertoire of negotiating strategies that will efficiently enhance doctor-patient collaboration, the problem-solving process and the health of the patient and family.

Authoritarianism↗

PubMed2004

Principled negotiation: a new tool for case advocacy.

Many methods of social work practice, including brokering, case advocacy, and cause advocacy, require the social worker to engage in negotiations to resolve disputes. This article demonstrates how principled negotiation, a form of negotiating developed out of the Harvard Negotiation Project at Harvard University and used widely in the business and legal world, can be an effective tool in social work practice. Principled negotiation is especially consonant with the value base of social work because it strives for the just and mutually beneficial resolution of conflicts while acknowledging the value and importance of ongoing relationships. A case example applying the rules of principled negotiation is described in the context of case advocacy. Its application to other social work practice methods is also examined.

Conflict, Psychological↗

PubMed1998

Negotiating an acute care nurse practitioner position.

Acute care nurse practitioners (ACNPs) entering the current job market or relocating must be able to sell their personal and professional attributes to potential employers. In many areas, health care providers may be unfamiliar with the scope of practice and competencies of an ACNP. As a result, ACNPs will be required to educate potential employers as they simultaneously negotiate for a position. A well-prepared proposal is one tool the ACNP can use to educate the health care team and to build a strong base for negotiations. Successful negotiations also depend on the attitude projected by the ACNP. An attitude that projects an unwavering belief in the value and benefits of the ACNP can enhance the negotiator's position and improve the chances for success. Creating the proposal and developing attitudes for success can be accomplished through an organized process of preparing for negotiations. The purpose of this article is to describe the attitude needed for success, the steps in preparing for negotiation, and the development of an ACNP proposal.

Acute Disease↗

PubMed2003

Negotiation in type 2 diabetes counseling: from problem recognition to mutual acceptance during lifestyle counseling.

Negotiation, an essential communication activity in lifestyle counseling, has rarely been studied at the micro level of interaction. Furthermore, the evidence for interpersonal negotiation to occur in counseling practice is inconclusive. In this study, the authors describe how negotiation focused on lifestyle changes was produced in nurse-patient interaction. The research data, 73 videotaped diabetes counseling situations, were analyzed using conversation analysis. The process of negotiation consisted of recognizing the problems in the patients' health behavior, offering proposals as solutions to the problems, and reaching an agreement on them. Negotiation had characteristics similar to those mentioned in the literature, but there were also prominent inadequacies. The authors suggest that nurses might need to become more aware of their counseling practices in routine situations through conscious effort for self-evaluation. In addition, further research would be required to demonstrate the effectiveness of negotiation for facilitating changes in patients' health behavior.

Aged↗

PubMedDate not supplied

The vendor/laboratory manager relationship: some practical negotiation tips.

We negotiate practically every minute of the day with ourselves, as well as with spouses or loved ones, family members, friends, bosses, and coworkers. Skilled negotiators search for the common good, present accurate information, create alternatives, and strive for agreements that are fair to all concerned. Those who use misinformation and manipulation to win their short-term positions fail to build long-term relationships. Developing a positive attitude toward negotiating involves experience, recognizing the negotiating mechanism, evaluating decisions, and correctly determining when to stop negotiating and move on. Negotiations between suppliers and laboratory managers are used in this article to illustrate these processes.

Commerce↗

PubMedDate not supplied

The successful physician negotiator.

Whether you realize it or not, you are in the middle of a negotiation every time you are asked to do something. Negotiation skills are important for physician executives, both in their professional and personal lives. The Successful Physician Negotiator: How to Get What You Deserve provides useful examples of how to negotiate and helps you get in the proper mindset to get it done effectively. While the book explores the concept of cooperative negotiation, which is important if you want to have a long-term relationship with a person, it's also important to have other tactics. You need to understand your opponent by gathering information about his or her values and work situation. You can gather information when talking to your opponent, but you also need to do some "behind the scenes" preparation before the encounter begins. Other recommendations include: don't negotiate in your office, use time to your advantage, be able to keep silent when necessary, have options, be able to say no and walk away, keep your cool, and take notes.

Communication↗

PubMed2001

Negotiation training and interpersonal development: an exploratory study of early adolescents in Argentina.

This paper reports findings from an exploratory outcome study of the Program for Young Negotiators training model with early adolescents in Buenos Aires, Argentina. Youth between the ages of 10 and 15 years (135 females, 70 males) were assessed before and after negotiation training, based on two measures of psychosocial attitudes and behavior. On the Five Factor Negotiation Scale (Nakkula & Nikitopoulos, 1999a), an increase in overall negotiation attitudes and behavior was found, with particularly large increases in the domains of conflict-based perspective taking and behavioral approaches to conflict resolution. On the Relationship Questionnaire, Schultz and Selman's (1999) structural developmental measure of psychosocial competence, stronger than expected changes were found in overall competence, with fairly equal changes in the primary domains of interpersonal understanding, interpersonal skills, and the personal meaning of relationships. Finally, students who presented a pretest thought-action gap marked by a high level of interpersonal understanding relative to their level of interpersonal skill increased substantially more in negotiation attitudes and behavior than did students manifesting a gap in the opposite direction. Implications regarding who benefits most from negotiation training are discussed.

Adolescent↗

PubMed1996

Negotiation for the perioperative nurse: it's all up to you.

This article explores negotiation and related theories involved in the negotiation process. Philosophical views, stages, and various negotiation styles are discussed. Particularly, principled negotiation is addressed as a useful framework for conflict resolution. In addition, barriers, strategies, and skills inherent to the negotiation process are explored. Finally, a case application is presented to highlight the potential effectiveness of using successful negotiation tactics in the perioperative nursing setting.

Conflict, Psychological↗

PubMed1998

Share and Share Alike or Winner Take All?: The Influence of Social Value Orientation upon Choice and Recall of Negotiation Heuristics.

Two experiments test the hypothesis that social value orientation influences choice and recall of heuristics in individuals preparing for negotiation. Consistent with predictions, Study 1 shows that in the preparation phase, negotiators with a prosocial value orientation choose more cooperative heuristics (e.g., "equal split is fair") than competitive heuristics (e.g., "your gain is my loss") while negotiators with a competitive social value orientation do the reverse. Negotiators with an individualistic social value orientation do not discriminate in their choice between cooperative and competitive heuristics. Study 2 shows that following preparation, prosocial negotiators recall more cooperative than competitive heuristics while individualists and competitors do the reverse. Additional measures suggest that prosocial negotiators prefer cooperative heuristics because these are seen as morally appropriate, whereas individualists and competitors prefer competitive heuristics because these are seen as effective. Copyright 1998 Academic Press.

Journal Article↗

PubMed2001

Distributive spirals: negotiation impasses and the moderating role of disputant self-efficacy.

Negotiations do not always end in agreements. Yet, we know little about impasses and how they affect negotiators. In three studies, we compare how negotiators experience impasses and agreements, paying particular attention to the moderating role of disputant self-efficacy. Specifically, we propose and find that negotiators who impasse find themselves caught in a distributive spiral-they interpret their performance as unsuccessful, experience negative emotions, and develop negative perceptions of their counterpart and the process. In terms of their future behavioral intentions, they are less willing to work together in the future, plan to share less information, plan to behave less cooperatively, and they lose faith in negotiation as an effective means of managing conflicts. As predicted, negotiators with relatively high levels of self-efficacy were insulated from some of these negative outcomes.

Journal Article↗