Negotiating Skills for Physicians
Thursday, October 17, 2013
Crowne Plaza Chicago O’Hare Hotel & Conference Center, Rosemont, IL


When switching careers or starting a new business you unfortunately are not compensated on what you know or deserve. You are compensated on how well you negotiate. Negotiating Skills For Physicians will provide you with the negotiation skills you need and give you an opportunity to practice these skills through a variety of challenging negotiation exercises. The didactic portion of the course is lively and interactive. The case examples involve negotiations with new employers and prospective business partners/vendors. Each negotiation exercise is discussed in detail after its conclusion. Physicians will have ample opportunity to ask questions and have them answered by the expert faculty. Physicians completing this course will be better negotiators.




8:00–8:45 Introduction
An opening negotiation exercise will demonstrate the importance of negotiating skills. The faculty will explain why physicians don’t negotiate, demonstrate the enormous sums physicians negotiate for and give an example of a $12,000 an hour negotiation. Questions and Answers/Negotiation Exercise.

8:45–9:00 Competitive vs. Cooperative Negotiations
Attendees will learn how to differentiate between competitive and cooperative negotiations, and most importantly, how to transform a competitive negotiation into a cooperative negotiation. Questions and Answers.

9:00–9:15 Asking and Answering Questions
Attendees 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. Questions and Answers.

9:15–9:30 Needs, Interests, and Desires
Attendees will learn how to find out an opponent’s X factor and turn a potential adversary into an ally. Questions and Answers.

9:30–9:45 Deadlines
Attendees will learn how to use deadlines effectively and use accelerated deadlines. Questions and Answers.


10:00–10:45 Power and How to Develop It
Attendees will learn the all-important skills for how to develop and use power 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. Questions and Answers.

10:45–12:00 Negotiating Employment Terms, Conditions and Contracts
Attendees will learn specific techniques for negotiating employment terms, conditions and contracts and will practice these techniques with a detailed negotiation exercise. Questions and Answers/Negotiation Exercise.


1:00–1:15 Preparation and Aspiration Levels
Attendees will learn how to reduce their opponent’s aspiration levels, how to make sure they do not sell themselves short, and how to go about information gathering prior to a negotiation. Questions and Answers.

1:15–1:30 Silence is Golden
Attendees will learn why loose lips sink ships and how to use silence as an effective negotiating tactic. Questions and Answers.

1:30–2:00 Concessions
Attendees will learn how and when to make concessions and how to get the most for every concession made. Questions and Answers.

2:00–2:15 Deadlock
Attendees will learn how to use the fear of deadlock to their advantage. Questions and Answers.

2:15–3:15 Negotiating Business Deals
Attendees looking to move into a non-clinical career or opting to run their own business must be proficient at negotiating business deals with other businesspersons, vendors and partners. This segment will teach the specific skills needed and give attendees an opportunity to practice these skills in a negotiation exercise. Questions and Answers/Negotiation Exercise.


3:30–4:30 Negotiation Tactics & Defenses
Attendees 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. Learning these negotiation strategies is crucially important for all physicians moving to non-clinical positions. Questions and Answers.

4:30–4:45 Takeaways and Conclusions
The faculty will solicit from the audience a bullet-point list of techniques and strategies that they will now be employing to improve the results of their negotiations. Questions and Answers.