Comms Lab: Episode 36
Negotiation: Adversaries or Partners?
As clinicians, we engage in negotiation every day – with our patients and with our colleagues.
The default understanding for negotiation is that your counterpart is your adversary. But the communication skills literature suggests that better long term outcomes are more likely if you can approach the negotiation as partners.
This is a video about how you might do that.
Got feedback for me? Great! I’m always trying to make my videos better and more relevant. Let me know what you think in the comments section, or anonymously via jotform
0:00 – Introduction
0:38 – What is Conversational Partnership?
1:22 – 1. Make Your Collaboration Explicit
1:54 – 2. Give Them Room to Decline
2:37 – 3. How Could Someone Believe That?
3:07 – What’s The Catch?
3:30 – Get to “That’s Right.”
- Boghossian P, Lindsay J. How to Have Impossible Conversations: A Very Practical Guide. 2019
- Voss C. Never Split the Difference: Negotiating As If Your Life Depended On It. 2016
- Voss C. Never Split The Difference. TED talk
A path to highly effective communication skills
Hayden is an emergency physician at University Hospital Geelong and a senior lecturer at Deakin University, Geelong. He is somewhat obsessed with the science and art of effective communication, and in particular: difficult conversations. He believes that we can all get better at having difficult conversations, and that the process of learning to do so can be seriously fun.
Hayden is also an avid but terrible surfer, ad hoc gardener, and dad to two awesome kids.