Abstract
Most of the people who take our courses list negotiating as the skill they most desire to learn. Your entry into academia was based on a negotiation, and it remains your means to the resources needed to succeed in the AHC. Further, its methods form the basis for several other essential skills—recruitment, conflict resolution, persuasion, and others. Issue-oriented negotiation is distinguished from positional negotiation and is preferred because it lowers power differentials and best assures an ongoing positive relationship with the person with whom you are negotiating—usually your boss. The key skill is being able to discern underlying interests, a capacity that is fundamental to the other essential skills listed above, and that is the subject of the remaining chapters of this book.
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References
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Houpt, J.L., Gilkey, R.W., Ehringhaus, S.H. (2015). Negotiation. In: Learning to Lead in the Academic Medical Center. Springer, Cham. https://doi.org/10.1007/978-3-319-21260-9_8
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DOI: https://doi.org/10.1007/978-3-319-21260-9_8
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-21259-3
Online ISBN: 978-3-319-21260-9
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