The Art and Science of Negotiation in Medicine 2021-Session Presentation

Video Transcription

Video Summary

Great morning session. The Negotiation Cafe discussed different aspects of negotiation in the medical field. Dr. Michael Lupinacci, Dr. Michelle Gittler, and Dr. Steve Nats shared their experiences and insights on negotiation techniques and strategies. They emphasized the importance of focusing on the interests of all parties involved in a negotiation rather than positions. They discussed the need to frame questions and requests in a way that facilitates better outcomes. They also highlighted the importance of understanding power dynamics, identifying alternatives to negotiated agreements, and being aware of timing in negotiations. The panelists shared real-life examples of negotiations that varied in their outcomes, highlighting the importance of creative problem-solving, effective communication, and the ability to walk away from a negotiation when necessary. They also addressed the need for leadership and mentoring in the field of PM&R at every level and emphasized the importance of ongoing communication and learning from others. Overall, the session provided valuable insights and strategies for navigating negotiations in the medical field.

Keywords

Negotiation Cafe

medical field

Dr. Michael Lupinacci

Dr. Michelle Gittler

Dr. Steve Nats

negotiation techniques

interest-based negotiation

power dynamics

alternatives to negotiated agreements

timing in negotiations