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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 ?. 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

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  1. Negotiation 101 A primer on how, why and what to negotiate about in academic medicine

  2. 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

  3. Exercise • 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

  4. Types of Approaches • Persuasion • Trickery • Force

  5. Results • Lose/Lose • Win/Lose or Lose/Win-compromise • Win/Win-collaborate

  6. What’s Negotiable? • Everything!!! • Rank, Title, Salary, Space, Support Staff, Clinic Time, % “protected” time, duration of appointment, Time for FD/Cont Ed, Responsibilities

  7. Negotiation Considerations • What do you want! • What do they want!

  8. Negotiation Profile

  9. 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

  10. 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

  11. 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

  12. How Can You Determine Style? • Observation • Listening • Asking questions

  13. Collaborative Interest-based Gain-Gain Expands the pie Adversarial Win – Lose Positional Distributional Negotiation Strategies

  14. Negotiation Style

  15. 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

  16. 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

  17. Glossary • Negotiation: To seek mutual agreement through dialogue • Negotiatus: To carry out business • BATNA: Best alternative to a negotiated agreement

  18. Preparation • Know yourself-values, style, needs • Know your counterpart-values, style, needs

  19. Exchange Information • Most important stage of negotiation-QUERY • See things from other person’s point of view • Inquire, listen, clarify and develop shared interests

  20. Bargaining • “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)

  21. 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

  22. 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

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