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Results for “Negotiating”

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PubMed2006

Parents' experiences of negotiating care for their technology-dependent child.

The aim of this exploratory study was to understand the negotiation of care as experienced by the parents of technology-dependent children in a hospital context. Qualitative semi-structured interviews were undertaken with a group of six parents. Parents felt that their roles as parents were not considered enough by nurses and they tended to be seen as carers, not parents. Negotiation of care was not always apparent. Instead, nurses often made assumptions about parental involvement in care. Parents wanted to carry out care when in hospital, but were not always given choices. Parents also reported a desire for more confident nurses. This study highlights the need to gain insight into parents' experiences, in order that nurses can provide care in a way negotiated to suit the individual family. Suggestions for further research in this area are offered.

Attitude of Health Personnel↗

PubMed2004

The business of negotiating for hospital librarians.

Although many hospital librarians may find it difficult, negotiating with vendors has become a basic skill of library acquisitions. This article reports the results of a non-scientific questionnaire administered to hospital librarians and vendors attending a chapter meeting of the Medical Library Association in 2003. The answers revealed that vendors regard libraries as businesses, and while admitting that the role is often uncomfortable for them, librarians acknowledged that negotiating skills have become an important aspect of their jobs. Questions to help guide librarians through the negotiation process are provided in the Appendix.

Attitude↗

PubMed2006

It takes two: the role of partner ethnicity and age characteristics on condom negotiations of heterosexual Chinese and Filipina American college women.

To date, limited attention is paid to how partners influence the condom negotiation process. This study examined whether partner ethnicity and age were associated with condom negotiations (i.e., verbal-direct, verbal-indirect, nonverbal-direct, nonverbal-indirect) in heterosexual Chinese and Filipina American college women. Results from 181 women across four California universities indicated significant effects of partner ethnicity and age on condom negotiation strategies. Asian women with non-Asian partners were more likely to use nonverbal-direct strategies than those with Asian partners. Asian women with older partners were less likely to use verbal strategies (verbal-direct, verbal-indirect) than those with same-age partners. This study suggests that Asian women's safer sex communication varies by partner characteristics. Obtaining information such as partner ethnicity and age can help health educators provide more culturally appropriate sexual communication skills to clients.

Adolescent↗

PubMed1999

Caregiver stress: a failed negotiation? A qualitative study in South West France.

The purpose of this work is to analyze the various negotiations involved in setting up and developing a caregiving relationship with a disabled elderly person, to understand the processes inducing caregiver stress. Within the conceptual framework defined by the paradigm of negotiation, this study uses the theoretical contributions of the parallelist theory and the theory of the gift. It is based on a qualitative inquiry including fifty-four caregivers conducted in Toulouse (South West France). The analysis focuses on two undersystems of the caregiver's relationships: 1) the caregiver/cared-for's relationship, which is characterized by the establishment and maintenance of a "tacit contract" and 2) the relationships with other eligible caregivers, which are marked by the "designation" of the principal caregiver. This analysis shows that a failure in the negotiation process can induce a designation and/or a weak tacit contract-the result of which is the caregiver's expression of stress. This expression is closely linked to the caregiver's perception of a negative balance in his/her exchanges with the partners. This study should help break away from the one-way arrow model currently dominating the field of caregiver stress research.

Aged↗

PubMed1999

Analogical encoding facilitates knowledge transfer in negotiation.

Information learned in one situation often fails to transfer to a similarly structured situation. However, prior findings suggest that comparing two or more instances that embody the same principle can promote abstraction of a schema that can be transferred to new situations. In two lines of research, we examined the effects of analogical encoding on knowledge transfer in negotiation situations. In Experiment 1, undergraduates were more likely to propose optimal negotiation strategies and less likely to propose compromises (a suboptimal strategy) when they received analogy training. In Experiment 2, graduate management students who drew an analogy from two cases were nearly three times more likely to incorporate the strategy from the training cases into their negotiations than were students given the same cases separately. For both novices and experienced participants, the comparison process can be an efficient means of abstracting principles for later application.

Adult↗

PubMed1994

Professional agendas and computer-based patient records: negotiating for control.

Professional groups approach the computer implementation process as an opportunity both to protect and enhance their ability to perform their work and to negotiate for arrangements that will further their professional agendas. The article examines and compares the professional agendas and negotiating positions of pharmacy and laboratory departments as examples of professional groups involved in the implementation of order entry systems. Findings showed a stronger stance taken by the pharmacy departments in both institutions to exercise as much control as possible over the order entry process. This stance is influenced by both task issues and professional agendas. Understanding the link between these professional agendas and the issues that arise during computer implementation can help guide similar negotiations as institutions adopt computer-based patient record systems.

Hospital Departments↗

PubMed1995

The negotiating strategies determining coitus in stable heterosexual relationships.

Heterosexual behaviour is a complex subject and one which is aggravated by confounding variables. Few studies have investigated the way in which one variable, namely coitus, is initiated and negotiated in stable marital relationships. As the HIV/AIDS pandemic spreads in sub-Saharan Africa, the subject of marital coitus becomes of increasing concern. This study tests a methodology of semi-structured interviews and diary-keeping techniques to investigate how the activity is initiated and negotiated. A research team monitored the study and evaluated the research techniques. The study concluded that the HIV/AIDS pandemic is affecting the initiation and negotiation of coitus between marital partners and that the partners wish to renegotiate the relationship, but the mechanisms for renegotiation are not at present available.

Adult↗

PubMed1996

Negotiating skill for health care professionals.

Health workers engage in negotiations at work and at home on a daily basis. The ability to negotiate is a vital part of interpersonal skill. The paradigm of negotiation strategy is undergoing a profound shift from power pressure to an egalitarian form of problem solving or value-added approach that is much more likely to result in win/win outcomes. The basic principle of this refreshing innovation is similar to what we learned about brainstorming and creative problem solving.

Health Personnel↗

PubMedDate not supplied

The art of negotiation. Getting what you want out of a managed care contract.

As managed care takes a firm hold in the marketplace, healthcare organizations are hurrying to align. While some executives are skilled negotiators, well versed in the complexities of managed care contracting, others are new to the process. Those seeking direction in the art of negotiation can benefit by reviewing the principles that follow. While basic, they will help you make the most of the negotiation process.

Communication↗

PubMed1996

Negotiate the salary you want.

How can physician executives negotiate the salary and terms that they want for a new position? The idea of negotiation raises the anxiety level of all but a few people, those who thrive on the thrill of competitive bargaining. Most physicians do not relish the process and view it as a type of conflict. But without knowing what you want to accomplish and preparing to ask for it, you may well leave the meeting frustrated and unhappy with the offer. Determine what you want before you get into an important negotiation. You will get clear on what you want much quicker and you will remember the points better when you talk to the other person.

Employment↗

PubMed1997

Why our negotiations aren't more successful--and how to fix them.

Negotiation involves planning, execution, performance measurement, and review. Like any process, it can be perfected through practice. This article focuses on the planning stage of negotiations, although it gives suggestions for improving negotiating performance generally.

Humans↗

PubMed2000

[Development of a tool for evaluating conflict management and sexual negotiation: a contribution to the fight against HIV/AIDS among women].

The development and validation process of the Video Rating Scale of Conflict Management and Sexual Negotiation (EAVI) is presented. This instrument was developed as a response to the growing incidence of HIV/AIDS infection among heterosexual women and recognizes the need to evaluate prevention efforts that focus on the development of sexual negotiation skills. EAVI was used to evaluate taped simulations of couples negotiating safer sex. Content validity and reliability analysis were performed. Overall, the scale has a content validity score of .90 and a reliability of 75%. The validity and reliability of specific subscales was low thus suggesting a need for revision. Suggestions are provided for improving the measure and examples of its actual usefulness in academic and community settings are presented.

Acquired Immunodeficiency Syndrome↗

PubMed2001

Battle of the sexes: gender stereotype confirmation and reactance in negotiations.

The authors examined how gender stereotypes affect negotiation performance. Men outperformed women when the negotiation was perceived as diagnostic of ability (Experiment 1) or the negotiation was linked to gender-specific traits (Experiment 2), suggesting the threat of negative stereotype confirmation hurt women's performance relative to men. The authors hypothesized that men and women confirm gender stereotypes when they are activated implicitly, but when stereotypes are explicitly activated, people exhibit stereotype reactance, or the tendency to behave in a manner inconsistent with a stereotype. Experiment 3 confirmed this hypothesis. In Experiment 4, the authors examined the cognitive processes involved in stereotype reactance and the conditions under which cooperative behaviors between men and women can be promoted at the bargaining table (by activating a shared identity that transcends gender).

Adult↗

PubMed2004

Negotiation as relationship-building in healthcare organizations: a case study exercise.

A key skill needed by healthcare managers is an ability to simultaneously maintain and enhance relationships with multiple stakeholders, most notably clinical professionals, through the process of decision-making and negotiation. Additionally, healthcare managers need to be able to actively integrate various components of functional areas into their decision-making process. This article presents two exercises that serve the following purposes: (1) it can help raise students' awareness of the complexity involved in decision-making and negotiating, (2) it can create an understanding that decision-making and negotiations are embedded in a larger context involving multiple relationships between parties, and (3) it can be used as a means to measure the student's integrative ability within the traditional curriculum of an MHA program.

Curriculum↗

PubMedDate not supplied

A framework for the development of nurse manager negotiation skills.

Effective negotiation skills have been identified as an essential component of the nurse manager role. Application of the negotiation process in today's dynamic and competitive health care environment is frequently difficult and stressful for the novice nurse manager. The authors describe a Conceptual Model for Negotiation that can be used as a management development framework for the novice nurse manager.

Conflict, Psychological↗

PubMed1979

"Adherence" and the negotiated approach to patienthood.

A study was conducted on adherence to treatment referrals made in the psychiatry walk-in clinic of a general hospital. One hundred thirty patients were administered the patient request form, a general information questionnaire, and a postinterview evaluation questionnaire. Information on adherence was obtained from the hospital records. Forty-one percent of the patients adhered to the treatment referral. Adherence was significantly related to negotiation, as predicted. Another significant predictor of adherence was the patient's getting the plan he wanted. Adherence was not found to be related to demographic measures or scores on the patient request form. The index of negotiation also correlated significantly with the patient's evaluation of the interview, replicating previous findings. The relationship of adherence and negotiation is discussed.

Adult↗

PubMed1997

Negotiation Teamwork: The Impact of Information Distribution and Accountability on Performance Depends on the Relationship among Team Members.

We examined how the distribution of information among team members and accountability pressures affected the quality of negotiated settlements reached among teams of friends negotiating against teams of strangers. The main conclusions of the experiment may be summarized by the following findings: (1) Teams of strangers reaped a greater share of the joint profit than did teams of friends when teammates were accountable to a supervisor as opposed to negotiating strictly on their own behalf. (2) Teams of strangers also reaped a marginally greater share of the joint profit than did teams of friends when teammates possessed unique, as opposed to common, information about their own team's preferences. (3) Not surprisingly, teams of friends were more cohesive than were teams of strangers; however, teams of friends were also more concerned about maintaining their relationship than were teams of strangers. (4) Teams of friends felt least cohesive when they were accountable to a supervisor, whereas teams of strangers felt most cohesive when they were accountable. Similarly, friends indicated greater relationship concerns when having to deal with distributed information, whereas information distribution had no effect on the relationship concerns of strangers. (5) For teams of strangers, greater team cohesiveness was positively correlated with better performance. (6) Moreover, when teams of strangers felt more cohesive than their opponents, they earned more than teams of strangers who felt less cohesive. Copyright 1997 Academic Press.

Journal Article↗

PubMed1998

Gender and Negotiator Competitiveness: A Meta-analysis.

Although there have been numerous investigations into the relationship between gender and bargaining competitiveness over the past several decades, few conclusions have been reached. The results of 62 research reports on the relationship between gender and competitive behavior in dyadic bargaining interactions were examined by meta-analytic review. The average weighted effect size indicated that women appear to behave more cooperatively in negotiations than men, but this difference is slight. Results suggest that constraints on negotiators (imposed by abstract bargaining paradigms and restrictions on communication) lessen gender differences in negotiation behavior. Women were significantly more competitive than men when competing against an opponent who pursued a "tit-for-tat" bargaining strategy. Copyright 1998 Academic Press.

Journal Article↗