Negotiation Skills For Medical Group Managers

Transcription

1 Negotiation Skills For Medical Group Managers Will Latham Today Recognize how knowledge, skills and attitude affect negotiations. Describe the value of prenegotiation planning and tactics. Identify adversarial tactics and know how to counter them. Later -Practice and Critique Negotiation Telephone:

2 Key Success Factors Preparation Tactics Planning Preparation 1. Who are the key people? 2. What s been the history of the relationship? 3. Key points about current deal? 4. What are our Objectives? 5. BATNA: a. Ours? b. Theirs? 6. Negotiable Issues a. List b. Rank Preparation c. Analyze 7. Options and Alternatives Telephone:

3 Planning Assertive Competing Collaborating Compromising Avoiding Accommodating Passive Uncooperative Cooperative Style Competitor Planning Strategy Let them think they are winning Accommodator Focus on the relationship Avoider Askthem questions about feelings Compromiser Look less than happy Collaborator Focus on creating solutions Planning Opening how will you start? Opening Option what option will you open with? Common ground what will you use to reduce tension? Telephone:

4 Tactics Bluff Final offer Drama Straw Man Nibbling Bondage Poor Faith Good Cop/Bad Cop Deadlines Tactics Countermeasures 1. Recognize tactic and pause before responding. 2. Empathize with opponent. 3. Repeat the original offer with the best benefits for the opponent. Negotiation Best Practices 1. Give and take. 2. Preparation and Planning make the difference. 3. Information = Power. Ask for more information than you give. 4. Focus on interest rather than position. 5. Bundle issues. Telephone:

5 Negotiation Best Practices 7. Concede slowly and complain loudly. Get value for every concession. Always get when you give. 8. Know your BATNA, and be willing to walk. 9. Start with best range first. 10.Deadlock review agreements. Case Study Implementation 1. What is the one most significant thing that you learned today about negotiations that you will take back and implement? 2. How will you do that? Telephone:

6 Key Points Recognize how knowledge, skills and attitude affect negotiations. Describe the value of prenegotiation planning and tactics. Identify adversarial tactics and know how to counter them. Set negotiation goals. Will Latham 396 South Crest Road Contact Information Chattanooga, TN Telephone:

7 Key Negotiation Success Factors Preparation gathering the facts, details and issues to create options Planning Using all the facts, details and issues to develop a negotiation strategy Tactics The maneuvers used to gain a negotiation advantage 1

8 Pre-Negotiation Worksheet Part I: Preparation Opponent Date Key People - Opponent Key People - Our Brief history of relationship Key points about current deal 2

9 Objective(s) What are our business interests in getting this deal? To achieve this what should our overall negotiation objective look like? BATNA: What options do we have if we do not make a deal? Opponent s likely BATNA: 3

10 Negotiable Issues (List all issues/ Rank by Priorities/ Analyze Differences) Rank Our Issues Best Target Worst Rank Opponent Issues Likely Best/Target/Worst

11 Options and Alternatives Bundle several issues into acceptable deals. Option 1 should be your best option and used when opening the negotiation. Remember to mix and match issues and ranges in each option. Option 1: Opponent s Benefits Option 2: Opponent s Benefits Option 3: Opponent s Benefits Option 4: Opponent s Benefits Option 5 Opponent s Benefits 5

12 Part II: Planning Negotiation Style: Opponent s Style Competitor Let them think they re winning Accommodator Focus on the relationship Avoider Ask questions about feelings Compromiser Look less than happy Collaborator Focus on creating solutions My Plan of Action Opening How will you start the negotiation conversation? Opening Option What option will you open the negotiation? Common Ground What will you use to reduce tension and avoid roadblocks? 6

13 Will Latham, CPA, MBA Professional Profile Mr. Latham is President of, a consulting firm that helps medical group physicians make decisions, resolve conflict, and move forward. For more than twenty-five years Mr. Latham has assisted medical groups in the following areas: Strategy and Planning: Facilitation of the development of strategic, longrange plans to assist in direction-setting for the organization and improve physician relations. Governance and Organizational Effectiveness: Design and development of governance structure, physician/administrative team-building, and resolution of physician conflict. Mergers, Alliances and Networks: Facilitation of group merger planning, negotiation and operational implementation, group practice formation, and evaluation of integration opportunities. During his 35 year professional career Mr. Latham has held responsible positions with a big four international certified public accounting firm and has provided consulting services to a broad range of professional and service-oriented companies. For over twenty-five years Mr. Latham has focused his efforts on serving the healthcare industry, primarily medical groups. Mr. Latham is a graduate of Lenoir-Rhyne University with a Bachelor of Arts degree in Business with emphasis in Accounting, and of the University of North Carolina at Charlotte with a Master of Business Administration (MBA) Degree. He is an Associate Member of the Medical Group Management Association and has served on the MBA Advisory Committee at the University of North Carolina at Charlotte. Mr. Latham is a frequent speaker at national and regional conferences.