Negotiation for the Squeamish: How to Advocate for Yourself

Not all of us jump at the chance to negotiate.  Speaking up and advocating for your position can be uncomfortable.  It can be particularly tough in settings where you have an ongoing relationship with the other party.  At Vital Contract Analysis, every day we hear of well-educated, highly credentialed physicians who accept thousands of dollars less in salary rather than point out to their employer that the regional average for their specialty is much higher.

What might come as a surprise is that even lawyers can feel their stomachs flip when confronted with an aggressive negotiator.  When someone comes at you with a confident attitude and a fair amount of leverage, it’s normal for a voice inside to say, “Ugh, let’s just give in and go get pizza.”  Fortunately, after years of practice we've realized one awesome truth—negotiation isn’t an inherent personality trait.  It’s a skill that anyone can learn, and you don’t have to be an imposing, aggressive jerk to succeed.  When coaching physicians on how to negotiate the terms of their employment agreements, these are some of the tips that the consultants at Vital Contract Analysis give:

Contract Negotiation Tips for Physicians:

PREPARE

Are you afraid you’ll ask for something and the person you’re negotiating with will poke a hole in every argument you have?  That’s why you need to prepare.  Ask a friend (or better yet, a consultant with experience in the field) to brainstorm arguments on both sides.  The truth is neither of you is 100% right.  Understanding both sides will help you firmly say, “Yes, I understand that position, BUT…”

DON’T GET SWEPT AWAY

If the other side does bring up a point that you hadn’t considered, you don’t have to give in.  Even if you can’t think of a response immediately, it’s fine to tell them, “That’s an interesting point, let me think about it.”  Then move on.  You come off as reasonable and in control, and you haven’t lost anything.  You can always send a follow up email saying, “Upon further reflection…” and then explain why they are wrong!  Aggressive negotiators often act as though there is a ticking time bomb under the table, when the truth is that deadlines are rarely firm.  Find out if there is a real drop dead time, and give yourself enough cushion to return to a point later if you need to.

STAND YOUR GROUND… NICELY  

Particularly in an employment context, it is natural to want to avoid conflict.  However, it’s important to stick to your points.  One of the most effective negotiators we've ever watched was a very quiet young woman.  If someone dismissed one of her points with a bad argument or didn’t address it fully, she would say, in a soft but friendly voice, “Yes, I understand what you’re saying, but you haven’t addressed my concern.”  After a couple rounds of that, they realized they couldn’t just mow her down.

BLAME AN AUTHORITY

If you are afraid of asking for more money or better benefits, find out the industry standard.  If that information is difficult to come by, try to talk to others in the field.  It’s fine to say that a colleague suggested you ask about a particular topic.  If you do work with a consultant, it’s great to blame them!  “My adviser told me it’s industry standard to be reimbursed for X.” This is one of the main reasons why physician employment contract specialists are so important. At Vital Contract Analysis, we take the guesswork out of contract negotiation through our use of industry standard MGMA data and our client database. Check out our employment review packages and let us help you get your full worth. 

ASK QUESTIONS  

This is another friendly tactic—ask them why they aren’t offering you something.  You appear curious and responsible, but you are also learning a lot and will be better able to argue for your position if you know how they are thinking.

These tips can help you have a low-stress, successful negotiation in almost any context.  Each tactic is an important tool to help you stay calm, open, and curious.  When your anxiety goes up because you feel uncomfortable, it’s hard to have the confidence to ask for what you want.  We always tell our clients it’s just a conversation to work out something that meets everyone's needs.  After all, you have a lot you bring to the table, too—or you wouldn’t be having the conversation in the first place.  

Good luck!

 

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