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

• 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

• Persuasion

• Trickery

• Force

Results

• Lose/Lose

• Win/Lose or Lose/Win-compromise

• Win/Win-collaborate

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

• What do you want!

• What do they want!

Negotiation Profile

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

• 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

• 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?

• Observation

• Listening

• Asking questions

Negotiation Strategies

• Collaborative– Interest-based– Gain-Gain– Expands the pie

• Adversarial– Win – Lose– Positional– Distributional

Negotiation Style

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

• 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

Glossary

• Negotiation: To seek mutual agreement through dialogue

• Negotiatus: To carry out business

• BATNA: Best alternative to a negotiated agreement

Preparation

• Know yourself-values, style, needs

• Know your counterpart-values, style, needs

Exchange Information

• Most important stage of negotiation-QUERY

• See things from other person’s point of view

• Inquire, listen, clarify and develop shared interests

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)

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

• 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