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Negotiating for a Center Director

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Learning to Lead in the Academic Medical Center

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Abstract

This case reviews the basic concepts of negotiating, particularly positional and issue-oriented styles. It also focuses on selection and the common mistakes made when picking a candidate. It considers how to reorient a discussion when it is going only in a positional direction and how to turn it into an issue-oriented discussion. It underlines the importance of focusing on interests.

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Reference

  1. Collins J. Good to great. New York: HarperCollins; 2001.

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Authors and Affiliations

  1. University of North Carolina School of Medicine, Chapel Hill, NC, USA

    Jeffrey L. Houpt MD (Dean Emeritus, CEO, Emeritus)

  2. University of North Carolina Health Care System, Chapel Hill, NC, USA

    Jeffrey L. Houpt MD (Dean Emeritus, CEO, Emeritus)

  3. Goizueta Business School, Atlanta, GA, USA

    Roderick W. Gilkey PhD (Professor in the Practice of Organization & Management, Professor of Psychiatry and Behavioral Sciences)

  4. Emory University School of Medicine, Atlanta, GA, USA

    Roderick W. Gilkey PhD (Professor in the Practice of Organization & Management, Professor of Psychiatry and Behavioral Sciences)

  5. Office for Interactions with Industry, Partners HealthCare, Boston, MA, USA

    Susan H. Ehringhaus JD (Senior Manager)

Authors
  1. Jeffrey L. Houpt MD
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  2. Roderick W. Gilkey PhD
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  3. Susan H. Ehringhaus JD
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© 2015 Springer International Publishing Switzerland

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Houpt, J.L., Gilkey, R.W., Ehringhaus, S.H. (2015). Negotiating for a Center Director. In: Learning to Lead in the Academic Medical Center. Springer, Cham. https://doi.org/10.1007/978-3-319-21260-9_28

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  • DOI: https://doi.org/10.1007/978-3-319-21260-9_28

  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-319-21259-3

  • Online ISBN: 978-3-319-21260-9

  • eBook Packages: MedicineMedicine (R0)

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