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ERIC Number: ED413563
Record Type: Non-Journal
Publication Date: 1997-Oct-1
Pages: 13
Abstractor: N/A
Reference Count: N/A
ISBN: N/A
ISSN: N/A
Negotiation: A Critical Competency for Rehabilitation Counselors.
Davis, Alan; Leggate, Chuck
To assist consumers in achieving realistic and attainable rehabilitation goals, counselors must be skilled in using a negotiation approach directed at identifying win-win outcomes. Ways in which to achieve these mutually satisfactory rehabilitation plans are described in this paper. It is emphasized that successful rehabilitation outcomes depend on counselors helping consumers elaborate personal goals within the context of the negotiation standard of social exchange, an exchange standard which predominates in labor markets. Negotiation is presented as a goal-seeking strategy based on an attitude of respect in which the primary goal is to find an outcome where all participants benefit. Successful negotiation processes depend upon developing a collaborative relationship, forming collaborative agreements, and pursuing collaborative follow-through. The nature of collaborative relationships is explored, and features such as the importance of self-knowledge, the two-sided nature, the importance of collaborative agreements, and styles of negotiation are detailed. It is stressed that counselors must develop the ability to form collaborative relationships in which the participants are essentially partners in search of a solution. Win-win relationships, it is claimed, engender mutually satisfactory agreements and collaborative follow through. (Contains 18 references.) (RJM)
Publication Type: Information Analyses; Speeches/Meeting Papers
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A