THE NEGOTIATOR THAT WE HAVE AND THE NEGOTIATOR THAT WE WANT IN NURSING

Eduardo, Elizabete Araújo; Peres, Aida Maris; Kalinowski, Carmem Elizabeth; Cunha, Isabel Cristina Kowal Olm; Bernardino, Elizabeth

doi:10.1590/0104-07072016001030015

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ORIGINAL ARTICLE • Texto contexto - enferm. 25 (03) • 2016 • https://doi.org/10.1590/0104-07072016001030015 copy

THE NEGOTIATOR THAT WE HAVE AND THE NEGOTIATOR THAT WE WANT IN NURSING^¹ 1 Extracted from the thesis - Action plans for use of tools to support hospital nursing service management, presented to the Programa de Pós-Graduação em Enfermagem. Universidade Federal do Paraná (UFPR) in 2012, with a scholarship from the Coordination for the Improvement of Higher Education Personnel (Capes).

EL NEGOCIADOR EXISTENTE Y EL NEGOCIADOR DESEADO EN LA ENFERMERÍA

Authorship SCIMAGO INSTITUTIONS RANKINGS

ABSTRACT

This study aimed to identify the negotiator profile of nurse managers of a public hospital. Data collection occurred between April and June of 2012, using a semi-structured questionnaire and a logical framework as a resource for planning the development of the action plan prepared by the nine nurses who participated in the study. In the data analysis, the following categories were identified: the negotiating process; the negotiator that we have in nursing; and the negotiator that we want, according to Bardin's content analysis technique. It was evident that the nurse negotiator profile was marked by the lack of autonomy and legitimacy. The conclusion shows that nurses are essential in the negotiating process when they understand the principles of conflict management, the establishment of rules and acceptable behavior, and the instrumentalization of the teamwork to develop healthy spaces in redefining the conflict as a situation that can contribute to organizational growth.

DESCRIPTORS:
Nursing; Management of professional practice; Research in nursing administration; Professional competence; Negotiation

Empirical category 1	The negotiation process
Empirical subcategory	Units of meaning	Registration unit
Description of the current negotiation space	The lack of legitimacy and institutional support in the professional preparation for managing E1; E2; E3; E4; E6.	If we have a conflict situation, you say: I cannot answer 100%, and then the employee goes to a higher authority, the leader should support you (E1). Maybe training has to be necessary to be able to identify what is really needed to [...] we are too young to be in this situation (E2).
	Interference of the institutional management model E1; E3; E4; E5	[...] in many situations the decisions are imposed (E1).
	Instruments for negotiation support: leadership, communication, decision-making and knowledge E6; E2; E3	To negotiate, I think communication is necessary; the decision-making process; and to have support from ordinances and legislation, knowledge is necessary (E6).
Empirical category 2	The negotiator that we have
Empirical subcategory	Units of meaning	Registration unit
The negotiator profile that we have	The nurse does not recognize himself as a leader responsible for negotiating E5; E6	[...] as a professional, managers need to know what their role is (E6).
	The nurse does not feel autonomous to negotiate E3; E4	Empowerment is what is missing (E3).
	There is a lack of preparation to act E1; E2; E3; E4; E5	[...] some postpone, postpone the conflict, pour oil on trouble waters, and after a while everything is in trouble again (E5).
Empirical category 3	The negotiator that we want
Empirical subcategory	Units of meaning	Registration unit
The negotiator profile that we want	The nurse must have relational skills and master negotiation techniques E1; E2; E5; E4	The negotiator would not have to be so cautions to talk to people, should be devoid of judgment, be mature, be willing to listen, be flexible and neutral (E1).

Universidade Federal de Santa Catarina, Programa de Pós Graduação em Enfermagem Campus Universitário Trindade, 88040-970 Florianópolis - Santa Catarina - Brasil, Tel.: (55 48) 3721-4915 / (55 48) 3721-9043 - Florianópolis - SC - Brazil
E-mail: textoecontexto@contato.ufsc.br

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[1] Correspondence: Elizabete Araújo Eduardo Universidade Federal do Paraná Graduate Nursing Program Av. Presidente Affonso Camargo, 2305 80.050-370 - Jardim Botânico, Curitiba, Paraná, Brazil E-mail: beteokale@yahoo.com.br