Verbal De-escalation. Rules for Negotiating with an Uncooperative Patient
Wymagania zaliczenia
Various behaviour strategies in conflict situations and necessary skills in resolving disputes by negotiating, not by dominating or yielding to.
4. Content and the method of implementation
4.4. Negotiation dilemmas
One of the biggest challenges faced by a negotiator, e.g. a doctor / difficult patient, is choosing a strategy.
There are usually two basic strategies to choose from:
1.distributional (claiming value or dividing the pie) here is the division of existing resources by the parties participating in the negotiations.
2. integrative (creating value or expanding the pie), i.e. creating added value, here working out such an agreement that will allow both parties to obtain satisfactory values, even in addition to the resources with which they entered the negotiation process.