Savage G T, Blair J D, Sorenson R, Buesseler J
College of Business Administration, Texas Tech University, Lubbock.
Physician Exec. 1991 May-Jun;17(3):8-15.
Physician executives need to negotiate effectively with a wide range of parties. In those negotiations, they should consider the relative importance of both substantive and relationship outcomes in selecting initial negotiation strategies. Of course, these strategies may or may not be successful, depending on the strategies used by the other party. Hence, the physician executive must consider the other party's strategy and how it and his or her initial strategy are likely to interact both before and during negotiations.
医师管理人员需要与众多不同的各方进行有效的谈判。在这些谈判中，他们在选择初始谈判策略时应考虑实质结果和关系结果的相对重要性。当然，这些策略可能成功，也可能不成功，这取决于对方所采用的策略。因此，医师管理人员必须在谈判前和谈判过程中都考虑对方的策略以及该策略与他或她自己的初始策略可能如何相互作用。
