Negotiating Skills for Occupational Health Professionals

July 14, 2008
Hyannis, MA

The Resort and Conference Center at Hyannis

Executive Summary

The average occupational health professional will negotiate countless times for occupational health services over the next 20 years without the benefit of any training or skills in negotiating. SEAK’s Negotiating Skills for Occupational Health Professionals was designed to teach you the negotiation skills you need to become a superior negotiator and give you an opportunity to practice these skills through a variety of challenging negotiation exercises. Attendees will dramatically improve their negotiating skills.

Learning Methodology: SEAK Negotiating Skills for Occupational Health Professionals is a practical course which will teach you the facilitation, communication, and persuasion skills you need to be a successful negotiator. The course utilizes advanced learning principles and features numerous hands-on case exercises. The didactic portion of the course is lively and interactive. Occupational health professionals will have an opportunity to ask questions and have them answered by the faculty.

Learning Objectives: This seminar will teach you how to:

• Say “no” professionally
• Turn a competitive negotiation into a cooperative one
• Avoid “trickle down” loss
• Determine your opponent’s interests, needs, and desires
• Negotiate with supervisors and workers
• Choose the best time to negotiate
• Become proficient in negotiation of compliance
• Prepare for a negotiation
• Use emotions during negotiations
• Gain more concessions than you give up
• Understand what makes telephone negotiations especially challenging
• Defeat your opponent’s tactics
• Negotiate sticky points with clients
• Successfully gather crucial information
• Better negotiate as a team member
• Finalize negotiations and close the deal

Here’s What Past Attendees Have To Say About SEAK Negotiating Training:

“Great speaker and educator! Holds audience for ENTIRE day—very unusual”
“Excellent”
“Informative and helpful, well met my objectives”
“Steve is a world-class character”
“Very informative”
“Great job! Very dynamic, appreciate benefiting from his personal experience”
“Very good program”
“Very useful”
“Very dynamic and interesting”
“Great speaker and presenter”
“Essential”

Distinguished Faculty

Steven Babitsky, Esquire, is a former trial lawyer who has over 30 years of experience as a professional negotiator. Attorney Babitsky is the co-author of the best-selling books The Successful Physician Negotiator: How to Get What You Deserve, The Physician’s Comprehensive Guide to Negotiating and numerous other publications. He is a lively and entertaining trainer who has trained thousands of occupational health professionals.

Tuition

The $395 tuition includes a continental breakfast, breaks, lunch with faculty, a detailed manual which can be retained as a bookshelf reference, and a dynamic learning experience.

Click here for registration information.

Continuing Education Information

Case Managers: 7.0 contact hours of continuing education for Case Managers have been applied for from the Commission for Case Manager Certification, Rolling Meadows, Illinois. Disability Specialists: 7.0 contact hours of continuing education for Disability Specialists have been applied for from the Commission for Disability Management Specialists Commission, Rolling Meadows, Illinois. Nurses: To successfully complete a program and receive contact hours you must: 1) register in, 2) be present for the period of time you are awarded contact hours, 3) complete the evaluation. Occupational Health Nurses: 7.8 60- minute hours for continuing education have been applied for through the American Association of Occupational Health Nurses, Inc. (AAOHN). AAOHN is an accredited approver of continuing education by the American Nurses Credentialing Center’s Commission on Accreditation. Physical Therapists: Continuing Physical Therapy credits vary by state, and will only be applied for if requested in writing on the conference registration form. Physicians: SEAK, Inc. is accredited by the Accreditation Council for Continuing Medical Education to provide continuing medical education for physicians. SEAK, Inc. designates this educational activity for a maximum of 7.25 AMA PRA Category 1™ Credits. Physicians should only claim credit commensurate with the extent of their participation in the activity. Rehabilitation Counselors: 7.0 contact hours of continuing education hours for Rehabilitation Counselors have been applied for from the Commission on Rehabilitation Counselor Certification, Rolling Meadows, Illinois. Rehabilitation Nurses: This program will be accepted for 7.8 contact hours of credit for ARN certification. Submit certificate.

Scheduleclick here to view the complete schedule

Monday, July 14, 2008

Monday, July 14, 2008

7:30-8:00Registration and Continental Breakfast

8:00-8:15How much are you negotiating for
The $12,000 an hour negotiation.

8:15-8:30Competitive and Cooperative Negotiations
How to diagnose the difference and change one to the other.

8:30-8:45Where to negotiate
Your office, their office, neutral site, advantages and disadvantages.

8:45-9:00Authority
Importance, how to negotiate with the “yes” person.

9:00-9:30Asking Questions
How to ask and utilize the 10 key questions all negotiators need to know, leading, and open-ended questions, sample questions to ask, and active listening.

9:30-10:00Needs Interest and Desires
How to identify and use your opponent’s “x” factor.

10:00-10:15BREAK & NETWORKING OPPORTUNITY

10:15-11:00Deadlines
Attendees will learn how to use deadlines effectively and use accelerated deadlines.

11:00-11:15Pausing
Why, when, and how to do it strategically, the best time to negotiate.

11:15-12:00Power and how to develop it
Your “BATNA”, legitimacy, precedents, persistence.

12:00-1:00LUNCH PROVIDED WITH FACULTY

1:00-1:15Preparation 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.

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

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

2:00-2:15Deadlock
Attendees will learn how to use the fear of deadlock to their advantage.

2:15-3:00Emotions
How occupational health professionals can make them work for and not against them.

3:00-3:15BREAK & NETWORKING OPPORTUNITY

3:15-3:30Team Negotiating
How to build a rock solid team and negotiate toward collaboration and avoiding turf battles.

3:30-4:30Negotiation Tactics and 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 occupational health professionals.

4:30-4:45Takeaways 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.