title: Negotiation as relationship-building in healthcare organizations: a case study exercise.
abstract: 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.
authors.affiliation: Healthcare Management Program, Department of Management, Walker College of Business, Appalachian State University, Boone, NC 28608, USA. willimsdr@appstate.edu
authors.forename: David R
authors.initials: DR
authors.lastname: Williams
authors.forename: Alice M
authors.initials: AM
authors.lastname: Adams
authors.forename: Stephen J
authors.initials: SJ
authors.lastname: O'Connor
mesh_terms: D003479:Curriculum; D003659:Decision Making, Organizational; D004500:Education, Graduate; D006298:Health Services Administration / Q000592:standards*; D006801:Humans; D017008:Negotiating; D019982:Organizational Case Studies; D011361:Professional Competence; D014481:United States