An opening negotiation exercise will demonstrate the importance of negotiating skills. The faculty explains why physicians don’t negotiate, demonstrate the enormous sums physicians negotiate for and give an example of a $12,000 an hour negotiation.
Competitive vs. Cooperative Negotiations
You will learn how to differentiate between competitive and cooperative negotiations, and most importantly, how to transform a competitive negotiation into a cooperative negotiation.
Asking and Answering Questions
You will learn the crucial skills associated with asking and answering powerful questions including asking questions early and in writing, asking open ended questions, phrasing questions correctly and how to tactfully avoid directly answering a question.
Needs, Interests, and Desires
You will learn how to find out an opponent’s X factor and turn a potential adversary into an ally.
You will learn how to use deadlines effectively and use accelerated deadlines.
Power and How to Develop It
You will learn the all-important skills for how to develop and use power/leverage in a negotiation. Included will be an explanation of how to capitalize on your opponent’s verbal leaks, developing a “BATNA,” and using your opponents “investment” against him.
Negotiating Employment Terms, Conditions and Contracts
You will learn specific techniques for negotiating employment terms, conditions and contracts and will practice these techniques with a detailed negotiation exercise.
Preparation and Aspiration Levels
You will learn how to reduce your opponent’s aspiration levels, how to make sure you do not sell themselves short, and how to go about information gathering prior to a negotiation.
Silence is Golden
You will learn why loose lips sink ships and how to use silence as an effective negotiating tactic.
You will learn how and when to make concessions and how to get the most for every concession made.
You will learn how to use the fear of deadlock to your advantage.
Negotiating Business Deals
You will learn how to be proficient at negotiating business deals with other businesspersons, vendors and partners.
Negotiation Tactics & Defenses
You will learn how to employ and defend against common negotiating tactics and strategies such as split the difference, take it or leave it, ballpark price, uniqueness, brinksmanship, word games, anchoring, limited authority, belly up, limited time offer, you have to do better than that, etc.