Customer Reviews

Renegotiating Health Care: Resolving Conflict to Build Collaboration

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Marcus presents a broad spectrum of options for getting through tough times in the healthcare industry. The personable style and ongoing case history make this a very readable presentation.

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.

This book is essential reading for any leader in the world of health care. Health care execs are confronted with complex, highly charged negotiation challenges, internal and external, nearly every day. Many of these conflicts can damage lives and corporate finances. The book gives you very practical, results-oriented advice on how to resolve conflicts and move forward.

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.

As a lifelong volunteer in the health care industry I found this book to be an insightful, practical and honest guide to navigating the day-to-day complexities of a system that all too often grinds to a halt and fails consumers when teams fail to collaborate. I think this should be required reading for every doctor, nurse and health care stakeholder who wants to improve the health care system.