Strategies to consider while negotiating

PRINCIPLES OF PHYSICIAN CONTRACT NEGOTIATIONS:

It is always a good idea to read a book on negotiations before you try to negotiate a contract. But here are few pointers to help you out:

START HIGH. Always ask for a little bit more than you actually want. Then during negotiations you can scale down you demands. But never put up ridiculous demands that may completely put off the other party.

Similarly expect your employer to start low and eventually give in to some demands.

DO NOT EXPECT TO GET EVERYTHING . In negotiations both parties have to meet somewhere in between. You win some, you lose some.

NEVER HESITATE TO ASK. You will never get what you don’t ask.

SELL YOUR SERVICES, NEVER SELL YOURSELF. Do not compromise on something which is very essential to you. If you do, you would have sown the seed of unhappiness which will only grow in time.

GIVE OPTIONS TO THE OTHER PARTY. If they are refusing a higher salary then see if you can get more vacation time, moving expenses, signing bonus etc. Many a time if the other party refuses to budge on one demand they may consider a swap.

BEWARE OF THE NEGOTIATING TACTICS OF THE EMPLOYER: If your employer is using the legitimate tactics in negotiation or unethical negotiation tactics. Unethical tactics are impoliteness, bossiness, raising tone, vague explanation, belittling, etc. A reasonable employer should not stoop so low. But if they do realize that these are the ways to stop you from putting more demands for the physician job on the table.