15: NEGOTIATION SKILLS ■ 365The best outcomes employ a systems approach where the parties rise above indi-
vidual interests to view the greater good. While holding the strategic view, it is also
important to use the tactical skills needed in a negotiation process (see Table 15.1 ).
BARRIERS TO SUCCESSFUL NEGOTIATION
Barriers to successful negotiation are multidimensional and involve behaviors that peo-
ple use, often at an unconscious level to thwart resolution. This section also includes de-
scriptions of the “Four Horsemen of the Apocalypse” (Gottman, 2011; Gottman & Silver,
2015) and individual common mistakes (Changing Minds.org) that the DNP needs to
understand to be successful in negotiating. Individuals, like Dr. Ross, need to overcome
these barriers for successful negotiation.
Dr. Ross began her academic teaching career after she completed her DNP
degree last year. Prior to this, she had been a women’s health NP in a busy
practice connected to the academic medical center for ten years. It became
quickly apparent that several of the other professors with a background in
women’s health were unhappy with her appointment as a track coordinator.
Her initial efforts at inclusion in curriculum planning were met with stone-
walling and disrespect. It appeared her questions about the present curric-
ulum were taken as criticism, rather than her effort to understand the ra-
tionale used for inclusion of the courses. The nonverbal responses included
eye- rolling, silence, or looks of shock when she suggested changes. What
ideas and strategies could we offer Dr. Ross in negotiation?TABLE 15.1 Five Steps in Negotiation Process
The Negotiation Process Steps Key Points to Include- Prepare Know the facts
Know what self and others want
Develop the strategy
Identify the “must have” - Develop Objective Criteria Includes laws, policies, precedence, moral standards,
and community norms as possible criteria
Consider accreditation standards
Seek benchmark models for comparison - Communicate Interests and
Needs
Communication includes both clear dialog and a
connection to others
Body language sends messages that others will see- Search for Mutually Acceptable
Solutions
Look for areas of agreement and common ground
Be willing to accept mutually accepted options, not
previously considered- Finalize the Agreement Ensure clear agreement on the details
Who will do what and in what time frame
Distribute a summary with the agreed upon outcomes
Identify areas for future discussion
Source : Cohen (2007); Fisher, Ury, and Patton (2011); and Raiffa, Richardson, and Metcalfe (2007).