You are here:

Studies

Current study 2023

Communication skills and negotiation competence of physicians compared to executives in nursing:

Communication skills and negotiation competence of physicians compared to executives in nursing:

In our daily work, we notice that physicians do not regularly communicate their personal situation, satisfaction with their current job, salary expectations, etc. at the beginning of the confidential contact. Respondents often keep very much to themselves. It is not always easy to enter into trusting, constructive communication. First offers often decide about interest or a direct rejection of the candidate without being questioned.

The same applies to salary discussions between candidates and their potential future employers. Here, we as consultants are increasingly called upon to act as “honest brokers”. This negotiation situation in the sometimes non-tariff area is often unfamiliar to physicians for management positions and a contract actually desired by both sides would be difficult to achieve without our support. We mediate in the case of differing salary expectations, manage sometimes excessive salary expectations and steer the process.

Negative patient evaluations very often criticize clinicians for inadequate communication of diagnoses and treatment options.

Our search projects for management personnel in nursing paint a different and much more positive picture in terms of communication and negotiation skills.

In the current study, we are investigating how the communication skills of physicians in hospitals compare to leadership personnel in nursing overall and what the reasons for the differences may be.

Date for publication: May 2023

Study 2011: Publications

How clinics recognize good consultants

kma Klinik Management aktuell, Issue 9/2011

Many hospitals are dissatisfied with their personnel consultants. That doesn’t have to be the case, say Georg von Mandelsloh and Jochen Brusberg, based on 72 interviews with hospital CEOs and recruiters.

The more comprehensively the personnel consultant informs himself about a hospital and a position, the more authentically and professionally he can conduct the candidate dialog and provide his client…

Not always well advised - How to optimize the search for personnel

Leading and Managing in Hospitals, Issue 4/2011

There are two sides to the dilemma: On the one hand, hospitals do not fully utilize the services of personnel consultancies; on the other hand, personnel consultants do not offer a complete service. This is shown by a study conducted by v. Mandelsloh Brusberg Personalberatung, which surveyed a total of 72 hospitals between November 2010 and May 2011. On average, only half of the clients from clinics receive the standard services from their personnel consultants that are part of proper and qualified personnel consulting according to the Federal Association of German Management Consultants (BDU). Comparably deficient is the communication between consultant and client, the search strategy and method of the service providers, and the contract design.

The more comprehensively the personnel consultant informs himself about a hospital and a position, the more authentically and professionally he can conduct the candidate dialog and provide his client…