Executive Summary
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. Attendees
completing this course will be better negotiators.
In this intensive workshop you will learn how to:
�
Prepare and succeed
when negotiating employment arrangements and business deals
� Excel at
telephone, internet and in person negotiations
� Avoid and
break deadlock
� Determine the
amount of "flexibility" available
� Negotiate
without destroying ongoing relationships
� Win in
"win-win" situations
� Understand,
utilize and defend against negotiation tactics
Faculty
Steven Babitsky, Esq., is a former trial lawyer who
has over 33 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 26 years. He
has negotiated hundreds of deals and acts as a negotiation
consultant.
Here's what past attendees have to say about this
program:
"Great speaker and educator! Holds audience for the
ENTIRE time - 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"
"I just finished negotiating my contract for a new position in
Emergency Medicine. Granted, it is not a career change, but
the techniques learned in negotiating (during the Non-clinical
Careers course) made a huge difference in the outcome. It took days
of interviews, patience, perseverance and presentation, but I got
much more than I ever thought possible.
Thank you, thank you, thank you!!"
Registration Information
The $495 tuition includes a valuable seminar
reference manual, continental breakfast and lunch with faculty,
coffee breaks, and a dynamic learning experience.
Click here for registration information.
Schedule
- Thursday, October 4, 2007
Thursday, October 4, 2007
7:30-8:00Registration
and Continental Breakfast
8:00-8:45Introduction
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
8:45-9:00Competitive
vs. Cooperative Negotiations
Students 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
9:00-9:15Asking
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
9:15-9:30Needs,
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
9:30-9:45Deadlines
Attendees will learn how to use deadlines effectively and use
accelerated deadlines. Questions and Answers
9:45-10:00BREAK AND
NETWORKING OPPORTUNITY
10:00-10:45Power
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 employments terms, conditions and
contracts and will practice these techniques with a detailed
negotiation exercise. Questions and Answers/Negotiation Exercise
12:00-1:00
LUNCH
PROVIDED WITH FACULTY
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
3:15-3:30
BREAK
AND NETWORKING OPPORTUNITY
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