| PRACTICAL ADVICE PAPER |
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| Year : 2013 | Volume
: 26
| Issue : 1 | Page : 54-59 |
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Leary's rose to improve negotiation skills among health professionals: Experiences from a Southeast Asian culture
Astrid Pratidina Susilo1, Valerie van den Eertwegh2, Jan van Dalen2, Albert Scherpbier3
1 Academic Staff, Faculty of Pharmacy, University of Surabaya, Indonesia
2 Academic Staff, Skillslab Faculty of Health, Medicine and Life Sciences, Maastricht University, Netherlands
3 Dean, Faculty of Health, Medicine and Life Sciences, Maastricht University, Netherlands
Correspondence Address:
Astrid Pratidina Susilo
Faculty of Pharmacy, University of Surabaya, Jalan Raya Kalirungkut, Surabaya 60293
Indonesia
 Source of Support: The programme was funded by The Arthur Vining Davis Foundations., Conflict of Interest: None  | Check |
DOI: 10.4103/1357-6283.112803
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Context: Although inter-professional collaboration is important for patient safety, effective collaboration can be difficult to achieve, especially in settings with a strong hierarchical or blame culture. Educational Model: Leary's Rose is a model that gives insight into the hierarchical positions people take during a negotiation process. The assumption behind this tool is that the default reaction we intuitively choose is not always the most effective. Becoming aware of this default reaction makes it possible to choose to behave differently, in a more effective way. We propose to use this model to make health professionals more aware of their attitudes and communication styles when negotiating and provide them with a tool to improve communication by modifying their natural responses. Application: Leary's Rose can be used in simulated and authentic work-based educational settings. To train the communication skills of nurses to be the patients' advocates, for example Leary's Rose was used in role plays in which nurses have to negotiate in the patients' interest with the doctor while they have to maintain partnership relationship and avoid opposition with the doctor. |
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