368 ■ III: ROLE FUNCTIONS OF DOCTORAL ADVANCED NURSING PRACTICE
■ SUMMARY
Negotiation is a complex process where individuals are seeking an agreement that all par-
ties can make a commitment to follow through to completion. In this context, the role of the
DNP includes holding a strategic or systems view of the negotiations process. How to nego-
tiate and with whom one can negotiate is largely determined by the organizational culture
in which negotiators find themselves. There are cultural and gender variables to be aware of
in the process. CRR Global speaks directly to possible strategies to right the system.
The role of the DNP also requires skillful and effective use of tactical strategies for
negotiation. Critical is creating a climate of trust. The five steps in the negotiation process
are fraught with possible complications from the “Four Horsemen of the Apocalypse”
and the common errors in negotiation. The DNP graduate, in his or her leadership role,
may also be responsible for facilitating negotiation between two other individuals.
■ CRITICAL THINKING QUESTIONS
- Why is it important to first focus on common versus conflicting ideas in negotiation process?
- What are the three principles designed to resolve conflict in a system put forward by CRR
Global? - Compare your present skills to the six skills of successful negotiators. What are your
strengths and areas for development? - Gottman describes the “Four Horseman of the Apocalypse.” What is necessary to resolve
conflicts utilizing this model? - There are five steps in the negotiation process. Why is the first step, preparation, described
as the most important step? - Common mistakes in the negotiation process involve cognitive and affective errors. Of this
list, where are your vulnerabilities in negotiation in your workplace? - Due to the gender differences discussed, what are the vulnerabilities of woman negotiating?
- What personal values are important to bring to situations requiring negotiation for success-
ful resolution? - Think of a situation where a person was being defensive. What was the “2%” truth in that
person’s position? What strategies can one use to find common ground? - Review the case examples included in this chapter. Based on your experience, what are other
effective strategies?
■ ACKNOWLEDGMENT
Authors gratefully acknowledge the support and permission from CRR Global in the
use of their model and the select materials in the preparation of this chapter.
■ REFERENCES
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Alkon, A. (2015, April). Science says ‘lean in’ is filled with flawed advice, likely to hurt women.
Observer. Retrieved from http://observer.com/2015/05/science-says-lean-in-is-filled-with
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