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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