Leadership and Negotiation in Pharmacy Settings
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Questions and Answers

What is the primary goal of integrative negotiation?

  • To emerge as the sole winner
  • To achieve a win-lose outcome
  • To build a long-lasting relationship between both parties (correct)
  • To resolve disputes through arbitration

    • According to David, what type of negotiation is less common now and not advised?

  • Distributive negotiation (correct)
  • Deal-making negotiation
  • Dispute resolution negotiation
  • Integrative negotiation

    • What is the main consideration when in a position of power during negotiation?

  • To walk away from the negotiation
  • To think carefully about how to use that power (correct)
  • To assert dominance
  • To compromise immediately

    • What is the primary focus of dispute resolution negotiation?

    <p>To resolve disputes through arbitration</p> Signup and view all the answers

    What is the main goal of deals negotiation?

    <p>To get the best position possible for both parties</p> Signup and view all the answers

    What is the key aspect of the '3 Ps of negotiation'?

    <p>Position, Power, Persuasion</p> Signup and view all the answers

    What is crucial when working with thinkers?

    <p>Presenting clear and organized options</p> Signup and view all the answers

    What tendency do intuitors have during negotiations?

    <p>Getting sidetracked by their ideas</p> Signup and view all the answers

    What is essential when dealing with intuitors?

    <p>Building in extra time for negotiation</p> Signup and view all the answers

    What is important to achieve during negotiations?

    <p>Listening without judgment</p> Signup and view all the answers

    What is essential for effective negotiation?

    <p>Preparation and staying focused</p> Signup and view all the answers

    What is the primary goal of a pharmacist's negotiation strategy when disagreeing with a physician's prescription?

    <p>To present evidence-based recommendations or alternative treatments</p> Signup and view all the answers

    Which personality type is characterized by being overly cautious and concerned about the risks involved in a negotiation?

    <p>Thinkers</p> Signup and view all the answers

    What is the outcome of a pharmacist's negotiation with a patient on medication adherence?

    <p>A mutually agreeable solution that enhances medication adherence and improves health outcomes</p> Signup and view all the answers

    When negotiating with a pharmaceutical representative, what is the primary goal of a pharmacist's negotiation strategy?

    <p>To negotiate a better deal for the pharmacy</p> Signup and view all the answers

    What is the characteristic of a Sensor in a negotiation?

    <p>They are results-oriented and want to get things done</p> Signup and view all the answers

    What is the outcome of a pharmacist's negotiation with a pharmaceutical company on reimbursement schemes?

    <p>Securing coverage for the medication or finding an effective alternative</p> Signup and view all the answers

    When negotiating with management on resources and staffing, what is the primary goal of a pharmacist's negotiation strategy?

    <p>To present a well-reasoned case for additional resources</p> Signup and view all the answers

    What is the characteristic of a Feeler in a negotiation?

    <p>They are very concerned about feelings and want to avoid conflict</p> Signup and view all the answers

    What is the outcome of a pharmacist's negotiation with a patient on medication adherence?

    <p>A mutually agreeable solution that enhances medication adherence and improves health outcomes</p> Signup and view all the answers

    What is the primary goal of a pharmacist's negotiation strategy when negotiating with a pharmaceutical representative?

    <p>To negotiate a better deal for the pharmacy</p> Signup and view all the answers

    What is the main goal of adopting an empathetic position in negotiations?

    <p>To understand the other party's needs and perspectives</p> Signup and view all the answers

    What is a key principle of negotiation in healthcare?

    <p>Understanding interests over positions</p> Signup and view all the answers

    In which negotiation style do parties prioritize relationships and agreement over their own goals?

    <p>Accommodating</p> Signup and view all the answers

    When is the competitive negotiation style most suitable?

    <p>In emergency decision-making</p> Signup and view all the answers

    What is a risk of using the collaborative negotiation style?

    <p>Time-consuming process</p> Signup and view all the answers

    What is the main advantage of the avoiding negotiation style?

    <p>Provides temporary relief from tension</p> Signup and view all the answers

    In which situation is the compromising negotiation style most suitable?

    <p>When both parties have equally important goals</p> Signup and view all the answers

    What is a key aspect of negotiation in healthcare?

    <p>Balancing clinical and personal patient needs</p> Signup and view all the answers

    What is an example of a critical skill in pharmacy practice?

    <p>Negotiation</p> Signup and view all the answers

    What is essential in active listening in negotiation?

    <p>Empathy and understanding</p> Signup and view all the answers

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