Establishing a therapeutic alliance, can negotiation theory help?

Abstract

Introduction Thompson (2012) defines negotiation as interpersonal decision-making process, necessary whenever we cannot achieve our objectives single-handedly. Recent contributions in the psychiatric literature discuss the role of negotiation styles in psychiatric practice (see, for instance, Chaplin et al., 2007). Aims In this contribution, we explore further how negotiation theory can be useful to mental health professionals when trying to establish a therapeutic alliance with patients. Methods After providing an introduction to negotiation theory we examine how the integrative negotiation approach can be applied. Specifically we will consider the steps suggested in the seminal contribution by Fisher and Ury (1981) and discuss potentialities and possible shortcomings when applying this approach to psychotherapy. Results Although applying business negotiation techniques seems, at first sight, a bold step, the approach proposed by Fisher and Ury (1981), being based on negotiating on principles instead of positions, offers some interesting suggestions that may expand the relation tools mental health professionals need to use in their practice. Conclusion Applying business and law negotiation techniques to psychiatric practices presents challenges but, at the same time, may offer new approaches when dealing with patients. In particular some concepts seem to be directly applicable to the psychiatric and psychotherapeutic practice.