Science of Negotiation at Point of Care

While technical skill and excellent decision-making are crucial to be a good surgeon, as you advance in the profession, communication becomes increasingly important. This program covers how to negotiate quickly over patient care when you disagree with a colleague in the OR. People’s “position” often hides their true interests. Using curiosity and respect to share and discover hidden interests is one path to great patient care and harmony on the operative team. How can we negotiate quickly and effectively at point of care?

Clinical Background

1. The Resilient Residents Resources Center Introduction – Dr. María Magdalena LLompart (Spain) and Dr. Erica Taylor (USA)

2.  Introduction – Why negotiation at point of care? – Dr. Denise Gee and Dr. Jenny Rudolph

3.  Understanding Conflict and Collaboration – Dr. Denise Gee and Dr. Jenny Rudolph

   1. Social Cognition - why it is hard to hear

   2. Resetting yourself to get curious

4.  Understanding Negotiation: What’s beneath the surface? – Dr. Denise Gee and Dr. Jenny Rudolph

   1. Win-lose versus win-win

   2. "Interests" and "Positions"

5.   Putting it into practice – Dr. Denise Gee and Dr. Jenny Rudolph Negotiating at point of care 

   1. The visible: What people say and do

   2. The invisible: What they are thinking

   3. Listening and collaborating under time pressure

6.  Wrap up of main themes – Dr. Denise Gee and Dr. Jenny Rudolph Curiosity and respect – it’s not just “soft skills”