ObjectivesThis study explores the optimal focus for negotiation
skills development training by investigating how often medical residents
negotiate in practice, and how they perceive the effectiveness of their
negotiation capabilities.
MethodsAn exploratory study was performed using a questionnaire
regarding the medical residents’ working environment, negotiation frequency,
knowledge and skills using a 5-point Likert scale, multiple choice questions
and open questions. Exploratory factor analysis with principal component
analysis, varimax rotation, reliability analysis, and content analysis were
used to reduce the number of variables. Descriptive and interferential
statistics and multiple regression analysis were used to analyze the data.
ResultsWe analyzed the responses of 60 medical residents. The
findings showed that the perceived development of their negotiation knowledge
(M=3.06, SD=0.83) was less than their negotiation skills (M=3.69, SD=0.47).
Their attitude during negotiations, especially females, differed substantially
in the interactions with nurses than with their supervisors. Medical residents
with more working experience, better negotiation skills or who worked in hierarchical
environments negotiated more frequently with their supervisors. Medical
residents with better collaboration skills and negotiation knowledge
demonstrated better negotiation skills.
ConclusionsThis
study underlines medical residents’ need for negotiation training. In addition
to the basic negotiation knowledge and skills, training programs in negotiation
should focus on the medical residents’ awareness of their attitudes during
negotiations, combining the assertiveness shown in interactions with
supervisors with the empathy and emotional engagement present in interactions
with nurses. Furthermore, attention
should be paid to the influence of the environmental hierarchy on negotiation
skill development.