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Dr. Marcus is the nation's leading expert in health care negotiations and conflict resolution, having helped numerous high-profile organizations overcome conflicts and reach mutually productive agreements. This book thoughtfully conveys this valuable expertise.
Marcus teaches us that conflict is not only always present and unavoidable but can be used as a catalyst for good change. He describes differences in types of negotiation, mediation, and arbitration. He is a proponent of interest-based negotiation which is an attempt to improve the lot of the whole by improving the parts. He advocates active listening.
As witness to his sincerity, he dedicates a chapter each to four of the healthcare stakeholders: policymakers, healthcare management, physicians, and nurses. Each of these chapters speaks loudest to its own stakeholder, at once representing them and persuading them to enter into negotiation.
Postitional bargaining is also explored. Marcus does not advocate being a sacrificial lamb.
This book serves as an excellent introduction to the topic of conflict resolution and negotiation. However, in order to engage into the fray, one would also need to continue to study and practice the principles presented.
Although Marcus seems preachy at times and overhopeful at others, he is at least starting to draw the diverse and strong healthcare industry into one place to sit and talk. Hooray for that.
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