372 ■ III: ROLE FUNCTIONS OF DOCTORAL ADVANCED NURSING PRACTICE
to negotiate, most nurses prefer to avoid/ withdraw (perhaps this also helps explain one
of the reasons for high nursing turnover rates). The Dual Concerns Model illustrates
the consequences of using a particular negotiating style. The negotiating style has an
impact on two levels, demonstrating how an avoidant style harms both the relationship
between the parties and the outcome.
To me, negotiation should not be seen as a useful skill; rather, it should be accepted
as an essential skill for the simple reason that sound negotiation skills provide many
benefits, both personally and professionally: a greater willingness to act assertively;
the ability to be a more effective advocate for both self and others; stronger powers
of persuasion, enhanced credibility, better leadership, and management skills (e.g.,
delegation and coaching); the capacity to prevent and manage conflict and facilitate
workplace collaboration; and the confidence and the ability to work more effectively
with physicians and other health professionals to improve clinical outcomes; as an
added benefit, DNPs with strong negotiation skills are also better positioned to search
out and secure career advancement opportunities, and insist on fair compensation for
their services.
While the chapter provides a useful introduction to some of the important issues
in the field, DNPs should keep in mind the important difference between “learning
about a skill” (the educational process), and “learning how to use a skill” (the training
process) for it is this second approach that best facilitates skill acquisition. So, I would
like to add to the topics addressed in the chapter by pointing out some other negotiation
The five styles of negotiating
ACCOMMODATING
AVOIDING COMPETING
COMPROMISING
COLLABORATING
Reaching agreement by
placing another’s needs
and concerns above your
own (L-W)
Reaching agreement by
withdrawing or
suppressing (L-L)
Reaching agreement by satisfying
one’s own needs at the expense of
the other (W-L)
Reaching agreement by seeking
an advantageous solution for
both parties (W-W)
Resolving conflict by
each party giving up
something of value
Their Needs/Relationship/Cooperativeness
Your Needs/Outcome/Assertiveness
FIGURE 15.2 The dual concerns model: The fi ve styles of negotiating.
Source: Pruitt and Carnevale (1993).