By using this site, you agree to the Privacy Policy and Terms of Use.
Accept
Health Works CollectiveHealth Works CollectiveHealth Works Collective
  • Health
    • Mental Health
    Health
    Healthcare organizations are operating on slimmer profit margins than ever. One report in August showed that they are even lower than the beginning of the…
    Show More
    Top News
    improving patient experience
    6 Ways to Improve Patient Satisfaction Within Hospitals
    December 1, 2021
    degree for healthcare job
    What Are The Health Benefits Of Having A Degree?
    March 9, 2022
    custom software development is changing healthcare
    Digital Customer Journey Mapping and its Importance for Healthcare
    July 21, 2022
    Latest News
    Grounded Healing: A Natural Ally for Sustainable Healthcare Systems
    May 16, 2025
    Learn how to Renew your Medical Card in West Virginia
    May 16, 2025
    Choosing the Right Supplement Manufacturer for Your Brand
    May 1, 2025
    Engineering Temporary Hospitals for Extreme Weather
    April 24, 2025
  • Policy and Law
    • Global Healthcare
    • Medical Ethics
    Policy and Law
    Get the latest updates about Insurance policies and Laws in the Healthcare industry for different geographical locations.
    Show More
    Top News
    Can Thinking Younger Make You Live Longer?
    April 20, 2011
    Image
    Obesity’s Outlook Unchanged
    June 13, 2011
    When It’s An Emergency Elderly Not Treated As Well in Hospitals
    July 16, 2011
    Latest News
    Building Smarter Care Teams: Aligning Roles, Structure, and Clinical Expertise
    May 18, 2025
    The Critical Role of Healthcare in Personal Injury Recovery: A Comprehensive Guide for Victims
    May 14, 2025
    The Backbone of Successful Trials: Clinical Data Management
    April 28, 2025
    Advancing Your Healthcare Career through Education and Specialization
    April 16, 2025
  • Medical Innovations
  • News
  • Wellness
  • Tech
Search
© 2023 HealthWorks Collective. All Rights Reserved.
Reading: You Can’t Always Get What You Want: The 3 Cs of Negotiation
Share
Notification Show More
Font ResizerAa
Health Works CollectiveHealth Works Collective
Font ResizerAa
Search
Follow US
  • About
  • Contact
  • Privacy
© 2023 HealthWorks Collective. All Rights Reserved.
Health Works Collective > Business > You Can’t Always Get What You Want: The 3 Cs of Negotiation
Business

You Can’t Always Get What You Want: The 3 Cs of Negotiation

Abby Norman
Last updated: August 7, 2014 8:11 am
Abby Norman
Share
6 Min Read
Negotiation
SHARE

Can Your Leaders Negotiate? 

In a healthcare setting, perhaps nothing is more valuable to leaders than a keen eye for negotiation. Obviously, successful negotiation techniques are largely dependent on the situation – and in healthcare, those situations often times are not small potatoes. Often, it’s life or death.

Contents
Can Your Leaders Negotiate? Can Your Leaders Negotiate? Negotiation makes or breaks relationships with key stakeholders. There are three major strategies for negotiating: compromising, competing and collaborating.Negotiation Tactics: What Matters? 

Negotiation

Can Your Leaders Negotiate? 

In a healthcare setting, perhaps nothing is more valuable to leaders than a keen eye for negotiation. Obviously, successful negotiation techniques are largely dependent on the situation – and in healthcare, those situations often times are not small potatoes. Often, it’s life or death.

Negotiation

More Read

True Value Telehealth
Batch Processing and Patient Flow: Get Home On Time This Week
5 Challenges Hospitals Face in 2015
Why Are the Shares of Major Vaccine Producers Plummeting?
Americans Pay Far More for Medications Than Anywhere in the World

Negotiation makes or breaks relationships with key stakeholders. 

In some cases, your willingness to bend on certain topics might be more or less dependent on how much you care about maintaining the relationship you’re in the with other party involved. Frankly, if you don’t care about them or don’t feel that they have anything to offer you, you aren’t going to be very conservative in your dealings with them – you have nothing to lose and everything to gain if you can wear them down, right? On the flip side, negotiation is very important in reaching a compromise that benefits both parties when you’re dealing with someone with whom you’d like to continue having an amicable professional relationship. 

There are three major strategies for negotiating: compromising, competing and collaborating.

Compromise is a must when you are in a relationship where you truly value equality in the outcome, a sort of “split-the-difference” approach where nobody wins- but nobody loses either. So, effectively, this would be the only approach to negotiation that is truly neutral.

Competing, on the other hand, is best used when you don’t care much about how the outcome affects the other party and you’re in it to win it – in this outcome, you strive to be the winner regardless of what happens to the other party because maintaining a relationship with them doesn’t matter to you.

Collaborating, then, is when the outcome is mutually beneficial to both parties and you actively work to help them get the most that they can out of it. It’s the everyone wins approach. According to our text, this is the most effective strategy for negotiation because if it works everyone’s satisfied and the relationship is preserved.

Negotiation Tactics: What Matters? 

If you want to actually perform well and reap the benefits of negotiation, you’re going to need to utilize some good tactics.

First of all, you need to understand your audience- that is, who are you trying to woo with your proposal? What are their vested interests? What could they do for you? Or, maybe, what are their weaknesses, what could they stand to lose? That’s leverage. You can do this through research or direct question asking – assuming, I suppose, that you have a reliable source. Once you’ve established a knowledge base you are equipped to begin discussions with the other party. A great icebreaker is finding common ground- perhaps you share a goal. Or, perhaps you are both seeking to avoid a particular negative outcome and you can bond over that.

Once you have established such correspondence, you can begin to use other tactics to move the negotiation along- like adding issues to the discussion to get more than you originally stated, talk about the money because money talks and is a good way to motivate people, find where certain issues will be best dealt with and delegate accordingly and make sure to be clear about contractual agreements. Ideally, before making any offers, you need to make sure you’ve really tailored your approach to the person or group you’re pitching to – you need to go in believing that they might actually want what you are offered to give, or, you need to know how much you will be willing to bend to their whim to accommodate them while still getting what you need. You may need to occasionally renegotiate as situations change, new tactics or troubles emerge, or there is some kind of organic evolution within the organization that requires major changes.

In your healthcare organization, what are some areas where you feel leaders negotiate well? What areas could use improvement? Think I missed some important tactics? Let me know in the comments or tweet us @bhmhealthcare with your suggestions.

Share This Article
Facebook Copy Link Print
Share
By Abby Norman
My name is Abby Norman and I am a healthcare blogger. With over 10 years of experience in the medical field, I have developed a passion for helping others understand the complexities of healthcare.

Stay Connected

1.5kFollowersLike
4.5kFollowersFollow
2.8kFollowersPin
136kSubscribersSubscribe

Latest News

Clinical Expertise
Building Smarter Care Teams: Aligning Roles, Structure, and Clinical Expertise
Health care
May 18, 2025
Grounded Healing: A Natural Ally for Sustainable Healthcare Systems
Grounded Healing: A Natural Ally for Sustainable Healthcare Systems
Health
May 15, 2025
Learn how to Renew your Medical Card in West Virginia
Learn how to Renew your Medical Card in West Virginia
Health
May 15, 2025
Dr. Klaus Rentrop Shares Acute Myocardial Infarction heart treatment
Dr. Klaus Rentrop Shares Acute Myocardial Infarction
Cardiology
May 13, 2025

You Might also Like

collaborative metrics in healthcare
BusinessHospital Administration

Collaborative Metrics in Healthcare

October 2, 2014

The Cost of a Credentialing Mistake

October 29, 2015

Health Wonk Review: Spring Forward Edition

March 16, 2015
PharmaPhorum patient opinion leaders
BusinessSocial MediaWellness

pharmaphorum: Patient Opinion Leaders Are the New Healthcare Influencers

June 18, 2014
Subscribe
Subscribe to our newsletter to get our newest articles instantly!
Follow US
© 2008-2025 HealthWorks Collective. All Rights Reserved.
  • About
  • Contact
  • Privacy
Welcome Back!

Sign in to your account

Username or Email Address
Password

Lost your password?