Overview

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.

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9780415838702

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Rita Drieghe Kosnik, Ph.D., is a Professor of Management at Trinity University, USA. Professor Kosnik has over 25 years of experience in academic and executive education in the area of negotiations. Her clients range from Fortune 500 firms to not-for-profit organizations and physician group practices. Daniel McCormick, M.D., MBA, is the Chief Executive Officer of Wellgroup Health Partners, USA. Dr. McCormick had 21 years of experience practicing internal medicine and nephrology before joining Wellgroup Health Partners, the largest multi-specialty medical group practice in the south suburbs of Chicago.

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