The art of negotiation. An everyday experience
Smeltzer, C.H.
Journal of Nursing Administration 21(7-8): 26-30
1991
ISSN/ISBN: 0002-0443 PMID: 1870003 Document Number: 379014
The art of negotiation permeates every aspect of one's professional and personal life. Nurse administrators who use a scientific method of negotiation to augment professional judgment and decision making can create a climate conductive to success. The author reviews the definition and purpose of negotiation, examines concepts associated with negotiation and communication, analyzes the steps in the negotiation process, relates the negotiation process to the change process, and describes strategies for conducting effective negotiation.