“In all negotiations of difficulty, a man may not look to sow and reap at once; but must prepare business, and so ripen it by degrees.”
Sir Francis Bacon, 1561-1626
Negotiation in healthcare and beyond
A successful career in the healthcare sector relies on good medical expert knowledge, of course, but also on a stable inter-professional network, and, not least, on successful daily negotiations in the hospital.
Bargaining in a hospital takes place every day on many occasions, such as discussion about resources, operating theatre times, ward rounds, task assignments, patient admissions and discharges, and personal matters such as the increase of salary or promotions.
Unfortunately, the actors in healthcare often do not get the most out of these daily bargaining situations, albeit professional negotiations would be beneficial for the medical personnel as well as for the patients` sake, and, in consequence, for the hospital`s economic prosperity. According to the Havard principle, the secret of successful negotiations does not lie in one partner taking advantage over the other. On the contrary, it should be every negotiations` goal to achieve the best result for every negotiating party.
The Hannover-Medical.Management negotiation principles for healthcare professionals, hence, focus on broadening the perspective on negotiation and how to use fair tactics, which will ascertain compelling results like 70%:70% or better, rather than the usual dissatisfying 50%:50%.
We are happy that a lot of the seminars` participants report that they have successfully applied the lessons in their professional and their privat life and increasingly achieved improvements in both sectors.
NEgotiation techniques in healthcare: from textbook to application in the clinical routine
We introduce you to basic terms of the art of negotiation according to established textbooks and the world`s renowned and top negotiation experts and institutes like the Havard concpet (getting to yes), Stuart Diamond, or Lord Jack Nasher in this tripartite module. After providing the theoretical framework, we focus on tools and principles that are immediately applicable in the healthcare sector and give best practice examples. We invite you to work together with us on specific bargaining situations that you are probably facing in the near future. So, this seminar could be an opportunity to systematically prepare and practice your next important negotiation.
Part 1: Preparation of the negotiation
The foundation of a successful negotiation is to know the positions, motives, power, strategies, and tactics of your negotiation partner and yourself.
Thus, the first part of the module covers the optimal preparation of a negotiation and the analysis of your negotiation partner. Simple analytical measures and parameters can be carried out by beginners.
Part 2: Negotiation tactics
Second, we illustrate classic tactical maneuvers in negotiations. You, then, can decide which technique you will choose from this toolbox and implement into your personal negotiations and which you don`t.
Some negotiation tactics you may find just useful to detect in threatening or frightening scenarios, in which your negotiation partner tries to put pressure on you or tries to take advantage of you.
Part 3: Communication and fruitful relationships
Third, we will provide insights on how well functioning, long-term relationships with colleagues, partners, industry firms, and other stakeholders combined with goal-oriented communication strategies will improve the results of your negotiations and also will free you from the stress or fear of bargaining.
Availabe Options and modi
|Live online lectures||Live online courses||Executive courses||Online courses||On-site courses|
|Duration 2 hours|
|Duration 4 hours|
|Duration 8 hours|
|Max. number of participants||240||120||12||unlimited||24|
|Development of 360-days-handbook|
|1 month digital communication follow-up|