title: Negotiating. Biases physicians bring to the table.
abstract: What are some of the obstacles that physicians face as they seek to become more effective at the bargaining table? The author's thesis, based on experience in both the classroom and the front lines of medical practice, is that physicians face a set of systematic "biases" derived from physician training and professional culture that make negotiation especially difficult for them. They outline the biases they have observed, explore some possible explanations, and suggest solutions for physicians who wish to negotiate more effectively.
authors.affiliation: Wharton School, University of Pennsylvania, USA.
authors.forename: G R
authors.initials: GR
authors.lastname: Shell
authors.forename: S K
authors.initials: SK
authors.lastname: Klasko
mesh_terms: D003299:Cooperative Behavior; D004501:Education, Medical; D006608:Hierarchy, Social; D018578:Hospital-Physician Relations; D006801:Humans; D007400:Interprofessional Relations; D008329:Managed Care Programs; D017008:Negotiating / Q000379:methods / Q000523:psychology*; D010820:Physicians / Q000523:psychology*; D011287:Prejudice; D017009:Professional Autonomy; D011361:Professional Competence; D014481:United States