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Negotiation 101. A primer on how, why and what to negotiate about in academic medicine. What Is It Called ?. If you ask for something before a contract is signed? Negotiation If you ask for something after a contract is signed? Begging. Exercise.

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Negotiation 101

Negotiation 101

A primer on how, why and what to negotiate about in academic medicine

What is it called
What Is It Called?

  • If you ask for something before a contract is signed?


    If you ask for something after a contract is signed?



  • Choose a partner and come to front of room

  • Stand on opposite sides of the line

  • To win: Get your partner to come over to your side of the line within 60 seconds

  • Prize is: winning and a substantial $$ reward

Types of approaches
Types of Approaches

  • Persuasion

  • Trickery

  • Force


  • Lose/Lose

  • Win/Lose or Lose/Win-compromise

  • Win/Win-collaborate

What s negotiable
What’s Negotiable?

  • Everything!!!

  • Rank, Title, Salary, Space, Support Staff, Clinic Time, % “protected” time, duration of appointment, Time for FD/Cont Ed, Responsibilities

Negotiation considerations
Negotiation Considerations

  • What do you want!

  • What do they want!

What style negotiator
What Style Negotiator?

  • The platinum rule: Do unto others as they want to be done unto

  • Understand/know your counterpart’s style

    Amiable: values relationship/feelings

    Driver: values bottom-line, winning

    Analytic: Cautious, methodical, organized

    Blend: combination of styles, flexible

Other style categories
Other Style Categories

  • Competing: results oriented, self-confident, assertive. High assertive/low cooperative

  • Avoiding: passive, avoid conflict, little attempt to get a solution: Low assertive/low Cooperative

  • Collaborating: Open and honest communication, creative solutions, suggest alternatives: High assertive/high cooperative

Other styles cont d
Other Styles cont’d

  • Accommodating: Maintains relationships, downplays differences, wants to satisfies needs of others: Low assertive/high cooperative

  • Compromising: finds middle ground, splits positions, trades-off. Moderate Assertive/moderate cooperative

How can you determine style
How Can You Determine Style?

  • Observation

  • Listening

  • Asking questions

Negotiation strategies




Expands the pie


Win – Lose



Negotiation Strategies

Negotiation outcomes
Negotiation Outcomes

  • Accommodating – I lose, you win

  • Avoiding – I lose, you lose

  • Competing – I win, you lose

  • Compromising – both win, both lose

  • Collaborating – I win, you win

Successful negotiation
Successful Negotiation

  • Prepare: Goals, trades, alternatives, relationship history, expected outcomes, consequences of winning/losing, power, possible solutions

  • If you will have an ongoing relationship, try to get win-win


  • Negotiation: To seek mutual agreement through dialogue

  • Negotiatus: To carry out business

  • BATNA: Best alternative to a negotiated agreement


  • Know yourself-values, style, needs

  • Know your counterpart-values, style, needs

Exchange information
Exchange Information

  • Most important stage of negotiation-QUERY

  • See things from other person’s point of view

  • Inquire, listen, clarify and develop shared interests


  • “as soon as a number or term is mentioned, you’ve moved out of information exchange and into bargaining”

  • Meet mutual needs and desires with complementary solutions

  • Aim high

  • Know the bottom line (BATNA)

Closing and commitment
Closing and Commitment

  • True commitment comes when the alternatives are not as attractive as the deal.

  • Make a statement: sign contract, shake hands, do press release

Effective negotiators
Effective Negotiators

  • Engage in systematic preparation

  • Have high expectations

  • Maintain reputation for integrity and reliability

  • Exhibit strong listening skills, knowledge of subject, verbal skills and self confidence