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