Linney B J
Physician Exec. 1999 Sep-Oct;25(5):62-5.
Whether you realize it or not, you are in the middle of a negotiation every time you are asked to do something. Negotiation skills are important for physician executives, both in their professional and personal lives. The Successful Physician Negotiator: How to Get What You Deserve provides useful examples of how to negotiate and helps you get in the proper mindset to get it done effectively. While the book explores the concept of cooperative negotiation, which is important if you want to have a long-term relationship with a person, it's also important to have other tactics. You need to understand your opponent by gathering information about his or her values and work situation. You can gather information when talking to your opponent, but you also need to do some "behind the scenes" preparation before the encounter begins. Other recommendations include: don't negotiate in your office, use time to your advantage, be able to keep silent when necessary, have options, be able to say no and walk away, keep your cool, and take notes.
无论你是否意识到，每次你被要求做某件事时，你都处于谈判之中。谈判技巧对医师管理人员来说很重要，无论是在他们的职业生活还是个人生活中。《成功的医师谈判者：如何得到应得的》提供了关于如何谈判的有用示例，并帮助你进入有效完成谈判的正确心态。虽然这本书探讨了合作谈判的概念，如果你想与一个人建立长期关系，这很重要，但拥有其他策略也很重要。你需要通过收集对手的价值观和工作情况等信息来了解他或她。你可以在与对手交谈时收集信息，但在会面开始前，你还需要做一些“幕后”准备。其他建议包括：不要在你的办公室里谈判，利用时间优势，必要时能够保持沉默，有备选方案，能够拒绝并离开，保持冷静，并做好记录。
