Acknowledging and mitigating power disparities in physician–patient/proxy negotiations

BackgroundThis article offers advice to physicians on how to improve their negotiations with patients and patients’ proxies by addressing with the inherent power disparities between the two parties.MethodsNo study was performed. This article draws from negotiation and conflict resolution literature and applies those theories to physician practice.ResultsNo study was performed. However, the central premise follows from the conclusion of previous studies that highlight: Greater power disparity between negotiators leads to more hostile negotiation tactics, whereas increasing and balancing power lead to more amicable and conciliatory behavior.ConclusionsBased on the abovementioned thesis, I offer recommendations to physicians on how to manage power using three different approaches: (1) empowering the patient or proxy; (2) managing one's own power appropriately; and (3) providing better processes. All three recommendations are meant to foster more productive negotiations for all parties involved.