Start with assessing your own goals. You want to be open going into a negotiation. Find out all you can about the other party.
Commanding body language is an essential business tactic and has Negotiations can be intense, so assume a relaxed body position to help ease the tension. Any signs of being nervous or anxious can be a red flag. In business negotiations, body language plays a significant role in the communication. It is necessary to master the skills of using and reading body language.
If you will be negotiating with a group practice, read everything on its Web site and ask to have any marketing literature or patient handouts about the practice sent to you in advance. Check to see if any of the physicians have published articles or reports. If you are talking to the chief of the medical staff about a committee, take time to learn about the individual and the committee beforehand.
Go into negotiations knowing what alternatives you have. If you are negotiating an employment contract, for instance, your BATNA might be an offer from another practice. Knowing your BATNA beforehand protects you from accepting a poor offer and puts you in a stronger negotiating position.
Break the agreement to be negotiated into small parts. Craver notes that the salary may or may not be negotiable, but even if it isn't, items such as licensure fees, moving expenses, and an education allowance can often compensate for a slightly lower salary. Think about what the other party's top issues are likely to be. This will help you develop strategies to negotiate your position. Estimate the other party's probable limits in reaching a compromise.
In a recent move across the country, Gesme says the negotiation was much easier because he knew the values of the group he would be working with. You want to find out their basic values—what they want from treatment and what's important to them in their lives? Identify objectives for each of the issues you have unbundled, setting an optimum, minimum, and target goal. The minimum is the point at which you would walk away from the offer if the other party can't meet your request.
The optimum is your starting point—the best deal, one you see as ideal but something that is not outrageous. The target is the point where you would like to end up after negotiations. Determine the areas most important to you. Use those that you do not care much about as leverage in negotiating to achieve your priorities. Also, identify the attributes you bring to the table. For example, in joining a practice, you may have special training that the practice needs or you may be fluent in a language spoken by a large percentage of its patients.
If you will be negotiating with several people, identify the person who is the authorized decision maker. Now that you've done your homework, what about actually negotiating? Here are some techniques to help you when you sit down with the other party. To help you stay focused, remind yourself of your own objectives.
To a great extent, power is a matter of perception. You may feel at a disadvantage when negotiating with a more powerful individual, but keep in mind that you would not be negotiating unless you have something the other party needs. Be humble but know your options.
Although it is a good strategy to find areas to agree on first, avoid waiting too long to bring up points you know might be significant. Both sides tend to keep those issues tucked away because they are painful and a bit hard. But you want to bring it up early. This has to be part of the resolution.
Be wary of talking too much. By listening more than you talk, you will uncover information and attitudes that can help you understand the other party's concerns and interests. Paraphrase others' statements in your own words. This lets them provide clarification or correct misinterpretations.
In addition, you will often hear an elaboration on a point that will help you find out their needs and how to meet them. As a clinician, you are likely already familiar with the significance of nonverbal cues. Noting gestures such as these can be helpful in negotiating: Never negotiate when you are angry.
Be aware of your own hot buttons, and do not rise to the bait if someone pushes one of them. Similarly, help the other party stay cool. When identifying potentially touchy points, refer to them objectively rather than assigning ownership. Seek to clarify an issue and evaluate the nature of the disagreement before exploring solutions to it.
Discussing solutions before the problem is fully defined can lead to trouble later because there might have been premature agreement on a problem that was not really fully understood by both parties. Although you have researched alternatives and know what someone else might be offering you, discuss the current deal on its merits.
Do not compare it openly with other offers you have. Other offers you may have are your backup—your BATNA—if you can't reach a satisfactory agreement in the current negotiations. Ultimatums are especially dangerous early in the negotiating process. In negotiating an employment contract, compensation is an area in which you can sometimes gain what you want by deferring it to the second year. This shows that you are thinking long-term and also conveys confidence that the practice will be happy with you.
Do not let any of the leveraging points you identified earlier go unexpressed during negotiations. As you prepared, you thought about the attributes you have that they want. Now is the time to bring them up. Data and literature convey authority. Have reports on hand that back up your negotiating points, such as salary surveys. If you want to work part time, for example, bring articles that discuss the success stories and the benefits that such arrangements can offer.
If the other party seems uninterested in finalizing the agreement, he or she might think a delay will improve the bargaining position. Sometimes, negotiations are extremely intense, so you have to adopt a relaxed body position in order to diminish the tension. Combine this body position with non-violent remarks. This way, you will gain the trust of your opponent and obtain a better result.
Controlling nonverbal gestures and body language in a negotiation is critical if you want to get a good deal. You can always use body language to your advantage. This hidden tactic can speak a lot about your opponent. Experienced writer William Taylor has extensive knowledge of business strategies and negotiation. Thought Reach Small Business Hub. Start with identifying a baseline To correctly interpret the body language of your opponent, you first have to determine their normal behavior. Keep an eye on the most important cues Every successful negotiator knows that engagement, tension, and disengagement, are important signals that they have to observe when it comes to the body language of their counterparts.
I once heard someone say, "Don't negotiate like you're Tony Soprano unless you have a gun in your hand. Make sure to smile a lot, too. To correctly interpret the body language of your opponent, you first have to determine their normal behavior. Seek to clarify an issue and evaluate the nature of the disagreement before exploring solutions to it. Controlling nonverbal gestures and body language in a negotiation is critical if you want to get a good deal. Anticipate the Other Party's Wants and Needs Think about what the other party's top issues are likely to be. We asked 11 successful entrepreneurs from YEC for their best body-language tips.
Relax your body Sometimes, negotiations are extremely intense, so you have to adopt a relaxed body position in order to diminish the tension. Negotiation , Small business Tagged With: