Shell G R, Klasko S K
Wharton School, University of Pennsylvania, USA.
Physician Exec. 1996 Dec;22(12):4-7.
What are some of the obstacles that physicians face as they seek to become more effective at the bargaining table? The author's thesis, based on experience in both the classroom and the front lines of medical practice, is that physicians face a set of systematic "biases" derived from physician training and professional culture that make negotiation especially difficult for them. They outline the biases they have observed, explore some possible explanations, and suggest solutions for physicians who wish to negotiate more effectively.
医生们在努力提高谈判能力时面临哪些障碍？基于课堂经验和医疗实践一线经验，作者的论点是，医生面临一系列源于医生培训和职业文化的系统性“偏见”，这使得谈判对他们来说尤其困难。他们概述了所观察到的偏见，探讨了一些可能的解释，并为希望更有效地进行谈判的医生提出了解决方案。
