66 Questions
What type of negotiation aims to build a long-lasting relationship between both parties?
Integrative
What is the primary goal of dispute resolution negotiation?
To get the best result for both parties
What is the focus of distributive negotiation?
To have only one winner
What is the key aspect of the 'position' concept in negotiation?
Having power in the negotiation
What is the primary goal of the 'perspective' concept in negotiation?
To be empathetic
What should you do if the other person has the power in a negotiation?
Find out what you have that they need
When negotiating with Thinkers, what is crucial to ensure?
To provide clear and logical options
What is characteristic of Intuitors in a negotiation?
They are creative and enthusiastic
What is the first step in getting ready for a negotiation?
Preparation: What do you need to know?
What should you avoid doing when negotiating with Intuitors?
Shutting them down too soon
What is important to allow when working with Thinkers?
More time for reflection and consideration
What is the purpose of the fifth step in getting ready for a negotiation?
To focus on the main objective
What is the fundamental aspect of negotiation that ensures effective communication?
Understanding interests vs positions
Which negotiation style prioritizes relationships and agreement over own goals?
Accommodating
What is the primary goal of a competitive negotiator?
Winning the negotiation
When should a healthcare professional use a collaborative negotiation style?
In long-term agreements and interdisciplinary team discussions
What is a potential risk of using an accommodating negotiation style?
Neglecting own needs or goals
What is a characteristic of a 'Sensor' negotiator?
They are decisive and results-oriented
When should a healthcare professional use an avoiding negotiation style?
When issues are trivial or more information is needed
What is a benefit of using a collaborative negotiation style?
Building trust and fostering creative solutions
What is a characteristic of a 'Feeler' negotiator?
They prioritize building relationships and avoiding conflict
What is the primary goal of negotiation in healthcare?
Building trust with patients and colleagues
What is the primary goal of integrative negotiation?
To build a long-lasting relationship between both parties
What should you consider when you have a position of power in a negotiation?
How to use that power to achieve a win-win outcome
What is the focus of the 'perspective' concept in negotiation?
Empathizing with the other party's goals and needs
What type of negotiation involves arbitration?
Dispute resolution negotiation
What is the primary goal of deal-making negotiation?
To achieve a win-win outcome for both parties
What should you ask yourself when the other party has the power in a negotiation?
What do I have that they need?
What is the primary goal of a collaborative negotiation style?
To reach a mutually beneficial agreement
In what type of situation is a competitive negotiation style most suitable?
Emergency decision-making
What is a characteristic of effective communication in healthcare negotiation?
Tailoring messages for different audiences
What is the primary goal of problem-solving and decision-making in healthcare negotiation?
To balance clinical and personal patient needs
What is a potential risk of using a compromising negotiation style?
It may not completely satisfy either party
What is essential to consider when negotiating with Feelers?
They are concerned with feelings
What is the primary goal of active listening in healthcare negotiation?
To build trust with patients and colleagues
In what type of situation is an accommodating negotiation style most suitable?
When maintaining harmony in teams
What is a characteristic of Sensors in a negotiation?
They are results-oriented and mission-focused
What is essential to understand before trying to solve a problem in healthcare negotiation?
The problem itself
What is the key to achieving success in a negotiation with a Sensor?
Being clear about what you're trying to achieve
Why is it crucial to allow more time when working with Thinkers?
They need time to reflect on the negotiation
What is a characteristic of Intuitors in a negotiation?
They are highly enthusiastic and creative
What is the second step in getting ready for a negotiation?
Step out of your world view
What is essential to ensure when negotiating with Thinkers?
Providing options that are logical, organized, and clear
What is the primary goal when preparing for a negotiation?
To clearly define what you want to achieve
What is the main difference between distributive and integrative negotiation?
Distributive aims for a win-lose outcome, while integrative aims for a win-win outcome.
What is the focus of the 'position' concept in negotiation?
To determine who has the power in the negotiation.
What is the primary goal of dispute resolution negotiation?
To resolve a dispute through arbitration.
What is essential to consider when holding a position of power in a negotiation?
To think carefully about how you use your power.
What is the primary goal of integrative negotiation?
To build a long-lasting relationship between both parties.
What is the focus of the 'perspective' concept in negotiation?
To understand the other person's goals and interests.
What is the primary goal of negotiation in healthcare?
To identify and manage conflicts
What is a characteristic of a collaborative negotiation style?
High assertiveness and high cooperation
What is the primary goal of problem-solving and decision-making in healthcare negotiation?
To balance clinical and personal patient needs
What is essential to understand before trying to solve a problem in healthcare negotiation?
The problem itself
What is a benefit of using a collaborative negotiation style?
It can build trust and foster creative solutions
What is a characteristic of Sensors in a negotiation?
They are results-oriented and decisive
What is the primary goal of active listening in healthcare negotiation?
To build trust with patients and colleagues
What is a characteristic of effective communication in healthcare negotiation?
It is verbal and non-verbal, tailored to different audiences
What is important to consider when dealing with Sensors in a negotiation?
The clarity of the deal and the problem to be solved
Why is it crucial to build in extra time when negotiating with Intuitors?
Because they get sidetracked by their ideas
What is the key aspect of the 'position' concept in negotiation?
It is focused on interests rather than positions
What is the purpose of adapting negotiation styles to situations in healthcare?
To respond to different contexts, stakeholders, and desired outcomes
What is important to consider when working with Thinkers?
The clarity and logic of the deal
What is the first step in getting ready for a negotiation?
Preparation: What do you need to know?
What is essential to achieve effective negotiation?
Clear goals and preparation
What is important to remember when dealing with Thinkers and Intuitors?
They have different approaches that need to be considered
Learn about different negotiation types, including distributive and integrative negotiations, and how to aim for the best position for both parties. Understand the importance of building long-lasting relationships through effective negotiation.
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