just smile and keep dancing! effective negotiation for the
TRANSCRIPT
Just Smile and Keep Dancing!
Effective Negotiation for the Novice, the Seasoned, and the Grizzled.
Fernando N. Lamounier, MD, FACS, Thoracic Surgeon and Leadership Coach,
SproutPoint Consulting, Denver, CO
Disclosures:
Link to get the slides at the end
Brief Intro:
When it comes to negotiating, what is the #1 challenge
that you think is holding you back?
- Lack of Negotiating Confidence
- Determining Self-worth
- Fear of looking bad/aggressive
Survey:
Attendings70%50/50 Academic vs Private
About to
Currently into
Want to start
a negotiation58%
Survey:
When it comes to negotiating, what is the #1 challenge
that you think is holding you back?
- Lack of Negotiating Confidence
- Determining Self-worth
- Fear of looking bad/aggressive
We have wrong expectations!
from Dan Sullivan
PLAN AND PRACTICE
When it comes to negotiating, what is the #1 challenge
that you think is holding you back?
- Lack of Negotiating Confidence
- Determining Self-worth
- Fear of looking bad/aggressive
MGMA
AMGA
F word
FAIR
STANDARD
How to negotiate from a
position of POWER?
Seek to understand 1st
(to be understood 2nd)
Every Negotiation Has a Story
Time Money
Call Cases
WorkloadCulture
Politics
PersonalPersonalitiesEgo
Trust Goals
What is the problem
you are solving?!
Your “O” can’t do what
you can!
It’s very hard to find the right fit
“You will NOT get what
you deserve
You will get what you
negotiate!”
Contract Basics
Disclaimer:
I am not an attorney and I don’t play one on TV!
I am not providing you with legal advice.
I URGE you to consult with an attorney when
dealing with any issue that involves legal
matters.
What is cheap now
can become very expensive
later
Survey:
Talked to a
colleague71%or Winged it!
Survey:
Could have
done better!68%
Survey:
Hired a lawyer,
consultant or
coach!7%
Main Pillars of a Contract:
Compensation
Restrictive Covenant
Malpractice
HIDDEN Pillars of a Contract:
Term
Exit
Lifestyle
Term
“The term of this Agreement
shall be for three years,
commencing on or before
August 1st, 2014”
What is this
contract’s term?
“subject to earlier termination
of this Agreement pursuant to
the Termination Section,
hereof.”
“Employer or Physician may terminate
this Agreement hereunder, without
cause, at any time upon ninety (90)
days prior written notice to the other
party provided”
What is this
contract’s term?
Exit
Lifestyle
When it comes to negotiating, what is the #1 challenge
that you think is holding you back?
- Lack of Negotiating Confidence
- Determining Self-worth
- Fear of looking bad/aggressive
Ok to say NO!(Just be nice about it)
Be Assertive
sproutpoint.com / [email protected]
drfernandolamounier.co
m
sproutpoint.com / [email protected]
Just Smile and Keep Dancing!
Effective Negotiation for the Novice, the Seasoned, and the Grizzled.
Fernando N. Lamounier, MD, FACS, Thoracic Surgeon and Leadership Coach,
SproutPoint Consulting, Denver, CO
Facts are past-oriented
Neg. are future-oriented
What is Negotiating?
The process of crafting a desired outcome
to satisfy various interests.
What is Negotiating?
The process of crafting a desired outcome to
satisfy various interests.
What is Negotiating?
The process of crafting a desired outcome to
satisfy various interests.
What is Negotiating?
The process of crafting a desired outcome
to satisfy various interests.
What is Negotiating?
“To work, to discover and to take risks.”
Francis Bacon
Strategy vs Tactics
Don’t assume anything
What is Negotiating?
“To work, to discoverand to take risks.”
Francis Bacon
Active listening
Negotiation is a highly
emotional game!
Principle #1:
We make emotional
decisions and then
rationalize them
We make emotional
decisions and then
rationalie
Become comfortable
being uncomfortable
Principle #4:
Haste Makes Waste
