Q & A Table of Contents
Negotiating With Older People
From: Gerard, Tralee, Ireland
Question: Is there a special way to deal with elderly patients in a nursing home environment? I am training for a career in that field and could do with your advice.
Response: One can provide a one sentence answer to your question: Treat them with RESPECT.
Respect is a crucial element in every negotiation; unless your negotiation partner feels respected,
she or he will not feel good about you or any ideas you try to sell them.
Virtually everyone who ends up in a nursing home can be said to have graduated from an active,
involved, independent life. When they move into a nursing home, most people are not what they were
physically — but in many cases their brain has a very hard time accepting those physical limitations.
People who used to go for long walks, who could organize a tumultuous household, who exercised serious
professional responsibility find it galling that to be treated with less respect, less dignity than
they used to receive.
Getting old is not for sissies; people who live long enough to need the care offered by nursing homes
are veterans of full lives and should be treated that way. If, when you undertake your career of
caring for old people, you make it a point to act with empathy, you will be far more successful at
providing the kind of care they deserve.
If you find yourself dealing with people who are physically or mentally impaired due to the ravages of
age, look for what they can contribute — whether it be interesting stories, senses of humor, or wisdom
that may elude a younger person. You will find yourself richer for it.
Good luck,
Steve
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