Holistic Negotiations for Physicians

This practical, how-to guide offers physicians a coherent framework and proven strategies for successful negotiations. Cases, anecdotes, and examples illustrate and help readers apply the concepts and strategies that embody the holistic approach.

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With changing regulations and economic pressures driving physicians towards medical practices, hospital alliances, and integrated health care organizations, negotiations skills have become a key component for a physician’s professional and financial success. This book provides physicians with a coherent framework and proven strategies for successful negotiations.

This practical, how-to guide is built around a core model of ‘holistic negotiations’, characterized by three main principles: (1) creating value for all parties involved; (2) preserving and building relationships, and (3) balancing short-term and long term gains. Long and short cases, anecdotes, and physician-specific examples illustrate and help readers apply the concepts and strategies that embody the holistic approach.