title: Negotiating for more than a slice of the pie.
abstract: Negotiation is an important way for physician 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 effectively negotiate with a wide range of other parties. Managers should consider the relative importance of both the substantive and relationship outcomes of any potential negotiation. These two factors may guide the executive's selection of initial negotiation strategies.
authors.affiliation: College of Business Administration, Texas Tech University, Lubbock.
authors.forename: J D
authors.initials: JD
authors.lastname: Blair
authors.forename: G T
authors.initials: GT
authors.lastname: Savage
authors.forename: C I
authors.initials: CI
authors.lastname: Whitehead
authors.forename: S B
authors.initials: SB
authors.lastname: Dymond
mesh_terms: D003220:Conflict, Psychological; D003659:Decision Making, Organizational; D006740:Hospital Administrators / Q000523:psychology*; D006801:Humans; D008962:Models, Theoretical; D010565:Persuasive Communication; D008486:Physician Executives / Q000523:psychology*; D010934:Planning Techniques; D011209:Power, Psychological; D014481:United States