Schedule
Faculty
Registration Info
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The average physician will negotiate for millions of dollars over the next twenty years (including salaries, professional services, real estate transactions, and purchases and sales of personal property) without the benefit of any training in negotiation skills. SEAK Negotiating Skills For Physicians was designed for physicians like yourselves to teach you the negotiation skills you need and give you an opportunity to practice these skills through a variety of challenging negotiation exercises.
Learning Objectives
At the completion of this seminar you will be able to:
Prepare and succeed when negotiating managed care and other insurance contracts
Negotiate physician compensation, employment contracts, benefits, and incentives like a pro
Win at Internet negotiations
Avoid and break deadlocks
Determine the amount of "flexibility" available
Negotiate without destroying ongoing relationships
Win in "win-win" situations
Steven Babitsky, Esq., is a former trial lawyer who has over 25 years of experience as a professional negotiator. Attorney Babitsky is the co-author of the best-selling book The Successful Physician Negotiator: How To Get What You Deserve and numerous other publications. He is a lively and entertaining trainer who has trained thousands of physicians over the past 22 years.
Registration Information: The $695 tuition includes a valuable seminar reference manual, continental breakfast and lunch each day with faculty, coffee breaks, and a dynamic learning experience.
Thursday, August 1, 2002
Employment Contracts in Depth
Compensation, Benefits, Incentives, Key Clauses, Checklists, Sample Contracts, and Exercises
Competitive and Cooperative Negotiations
How to diagnose the difference and change one to the other
Where to Negotiate
Your office, their office, neutral site: Advantages and disadvantages
Authority
Importance, How to negotiate with the "yes" person
Asking Questions
How and when to ask key questions; leading and open-ended questions; sample questions to ask; Active listening
Needs, Interests and Desires
The "X" factor
Negotiation of Managed Care and Insurance Contracts In Depth
Checklists; Sample contracts; Key clauses; and Exercises
Pausing
Why, When, and How to Do It Strategically; When to Negotiate
Power and How to Develop It
Your "BATNA"; Legitimacy and precedents; Persistence
Negotiation Exercise: Sole Source
Break and Networking Opportunity
Preparation: In Depth
How to utilize all resources available to gather, analyze, and plan. Examples
Aspiration Levels:
Setting the "right" goals and reaching them
Silence: How to utilize it
Silence as an offense tactic
Negotiation Exercise: Provider Agreement
How to utilize it
Friday, August 2, 2002
Concessions:
How to get large "invaluable" concessions without giving up too much
Deadlock:
Using, avoiding and when it is not the worst outcome
Long-Term Relationships: How to build them and still get what you want and deserve
Negotiating Purchase/Sale of Medical Practice
Forms, checklists, agreements, pitfalls
Closing the Deal: Strategies and Techniques
Negotiating Auto Purchase/Real Estate Purchase Strategies, checklists and techniques
Negotiation Exercise
Tactics:
The 25 Most Difficult Negotiating Tactics: How and When to Recognize; Use and Defend Against Them
Negotiation for Retention of an Attorney:
Retaining Excellent Counsel Without Breaking the Bank
Negotiating Formal Written Contracts:
Checklists, Strategies and Techniques
Concluding Remarks &
Awards Ceremony
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