Negotiation is a concept often misunderstood as mere bargaining, especially when we think of haggling over prices in a marketplace. However, this interpretation barely scratches the surface of what negotiation truly entails.
In the realm of healthcare, particularly in physiotherapy, understanding and implementing the principles of negotiation can transform the way clinicians engage with their clients.
Beyond Bargaining: The Why Behind the Want
Bargaining focuses on the ‘what’—the tangible services such as the price of an treatment, product, exercise program or a treatment plan.
In contrast, negotiation delves into the ‘why’—the reasons, motivations, and emotions driving a person’s desires or decisions to engage the services of the healthcare professional.
For physiotherapists, this means shifting the focus from merely offering treatment plans or products to exploring the underlying reasons why a client might be resistant or unenthusiastic about their suggestions.
The Power of Feeling Heard and Understood
At its core, negotiation is about making people feel heard and understood. It involves active listening and empathy, allowing clients to express their concerns, fears, and hopes regarding their treatment.
This approach fosters a sense of trust and partnership between the clinician and the client, crucial for effective client-centred care.
Everyday Negotiations: Recognising Opportunities for Engagement
Negotiation is not an isolated event but a part of everyday interactions both in our professional and private life. Anytime a need or want arises, a negotiation is underway.
For physiotherapists, every conversation with a client presents an opportunity to negotiate—understanding their needs, aligning treatment goals, and collaboratively finding the best path forward.
Inviting Communication and Collaboration
Negotiation is inherently collaborative. It invites both parties to communicate openly, share perspectives, and work together towards a mutually beneficial outcome.
In physiotherapy, this means creating a treatment plan that resonates with the client’s lifestyle, preferences, and goals, ensuring greater adherence and engagement. It also means allowing the client to adapt your suggestions to something that will meet their current situation.
Committing to a plan that they feel comfortable with is much more effective than having them agree to your plan and then not implement it. This often ends up with the client feeling guilty and you feeling frustrated.
The Pitfalls of Coercion: Embracing Trust-Based Influence
Coercion, or attempting to force a client to comply with a treatment plan, is counterproductive. It can lead to resistance and a breakdown in the therapist-client relationship.
Instead, physiotherapists should embrace negotiation as a trust-based form of influence, where the focus is on guiding and supporting clients through their rehabilitation journey.
Conclusion
Negotiation is a powerful tool in the arsenal of client-centred care.
For physiotherapists, mastering the art of negotiation means moving beyond the transactional aspects of treatment and embracing a more holistic, empathetic approach.
By understanding and addressing the ‘why’ behind a client’s behaviour, clinicians can foster a collaborative, trusting environment that encourages clients to actively engage in their rehabilitation, leading to better outcomes and more fulfilling therapeutic experience
