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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
Whats 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
Negotiation Strategies
Adversarial
Win Lose Positional Distributional
Collaborative
Interest-based Gain-Gain Expands the pie
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 negotiationQUERY See things from other persons point of view Inquire, listen, clarify and develop shared interests
Bargaining
as soon as a number or term is mentioned, youve moved out of information exchange and into bargaining Meet mutual needs and desires with complementary solutions Aim high Know the bottom line (BATNA)
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