Berlin Jonathan W, Lexa Frank J
Evanston Northwestern Healthcare-Northwestern University Feinberg School of Medicine, Department of Diagnostic Radiology, Evanston, Ill 60201, USA.
J Am Coll Radiol. 2007 Jul;4(7):487-91. doi: 10.1016/j.jacr.2006.12.015.
Negotiation is an essential part of health care practice and is not formally taught during medical training. This article aims to improve the negotiation skills of readers by explaining the essential components of preparation before a negotiation and reviewing common techniques for optimizing negotiated agreements. The terms reservation point, target value, and best alternative to a negotiated agreement are defined, and their importance in negotiation preparation is explained. The concept of anchoring, or making the first offer, in a negotiation is reviewed, and important techniques for team negotiation are provided.
谈判是医疗保健实践的重要组成部分，但在医学培训中并未正式教授。本文旨在通过解释谈判前准备工作的基本要素并回顾优化谈判协议的常见技巧，来提高读者的谈判技巧。文中定义了保留点、目标值和谈判协议的最佳替代方案等术语，并解释了它们在谈判准备中的重要性。回顾了谈判中的锚定概念，即提出首个报价，并提供了团队谈判的重要技巧。
