In today's complex healthcare landscape, the ability to negotiate effectively across professional boundaries isn't just valuable-it's essential. Drawing on over a decade of experience as a healthcare attorney, court-appointed mediator, and Johns Hopkins professor, Stacey B. Lee, JD, introduces the revolutionary HEAR (TM) Approach (Healthcare-specific strategies, Empowerment, Acknowledgment, and Recasting)-a framework specifically designed for healthcare's unique challenges.
What sets this book apart is its "trilingual" approach. Unlike generic negotiation texts, Lee provides targeted strategies for mastering healthcare negotiations across three critical pillars:
? Practice of Medicine (Operating Room): Navigating clinical protocols, interdisciplinary collaboration, and patient advocacy
? Delivery of Care (Exam Room): Orchestrating care coordination, resource allocation, and service enhancement
? Business of Health (Boardroom): Managing financial sustainability, strategic partnerships, and regulatory compliance
Through compelling real-world case studies-from implementing Enhanced Recovery After Surgery protocols to securing innovative pediatric cancer treatments-readers gain practical insights into transforming potentially adversarial healthcare leadership situations into collaborative problem-solving opportunities.
This comprehensive medical negotiation guide includes:
? The Healthcare Negotiation Mapping Tool for identifying stakeholder priorities across pillars
? The RESET technique for managing emotions during high-stakes discussions
? Advanced strategies like Multiple Equivalent Simultaneous Offers (MESOs), Logrolling, and Contingency Agreements tailored for healthcare contexts
? The Negotiation Planner and Trilingual Planner templates for systematic preparation
? Tactical approaches for real-time negotiation management in hospital administration settings
Transform your approach to healthcare's most challenging conversations. Whether you're a physician negotiating treatment protocols, a nurse manager advocating for staffing resources, a healthcare executive aligning stakeholders across domains, a biotech leader navigating complex partnerships, a department head implementing new technologies, or an administrator driving organizational change, you'll find immediately applicable strategies that deliver measurable results while maintaining unwavering focus on patient care.
Published by Routledge Taylor & Francis, this evidence-based guide bridges theory and practice, offering practical solutions for healthcare's most challenging negotiations while prioritizing both exceptional patient care and organizational excellence.
