Abstract
Negotiating is not always about salary. Negotiation can be, as the saying goes, the "art of the deal." The art of negotiation begins with communications and ends with relationships. A definition of negotiation is "to manage, transact, and conduct" (The Random House Dictionary of the English Language, 1966). Another explanation is, "Negotiation is used to determine rights, responsibilities, benefits, liabilities and contractual issues" (N. R. Hudson. Management Practice in Dietetics. Belmont, Calif: Wadsworth/Thomson Learning; 2000). Still another is, "Negotiation is a productive decision-making process" (R. L. Pinkley, J Diet Assoc, 20004;104:1064-1068). Certainly, this is a skill that is taught as part of a skill set under communication for dietitians and dietetic technicians (American Dietetic Association. CADE Accreditation Handbook. 2002 Eligibility and Accreditation Standards. Chicago: American Dietetic Association; 2002). Negotiation broadens the aspects of communication and as practitioners, we should look at this as another competency to master as effective leaders.