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Negotiate the salary you want
1American College of Physician Executives, Tampa, FL, USA.
Physician Executive
|November 3, 1996
Summary
Physician executives can achieve desired salary and terms by clearly defining their goals before negotiation. Preparation is key to a successful outcome, preventing frustration and ensuring satisfaction with the final offer.
Area of Science:
- Healthcare Management
- Physician Leadership
- Negotiation Strategies
Background:
- Physician executives often face salary and contract negotiations for new positions.
- The negotiation process can induce anxiety and is perceived as conflict by many physicians.
- Lack of preparation and unclear objectives can lead to unsatisfactory offers and frustration.
Purpose of the Study:
- To provide guidance for physician executives on effectively negotiating salary and terms.
- To address the common anxiety associated with negotiation among physicians.
- To emphasize the importance of preparation and clear goal-setting in securing favorable offers.
Main Methods:
- The study focuses on strategic preparation and self-reflection prior to negotiation.
- It highlights the importance of clearly defining desired outcomes and terms.
- The approach emphasizes proactive communication and assertive articulation of needs.
Main Results:
- Determining desired outcomes before negotiation leads to greater clarity and better recall of points.
- Thorough preparation enhances the ability to articulate needs effectively.
- Proactive goal-setting increases the likelihood of a satisfactory agreement.
Conclusions:
- Physician executives should prioritize defining their negotiation goals before entering discussions.
- Effective negotiation hinges on clear objectives and strategic preparation.
- A well-prepared approach minimizes frustration and maximizes the chances of achieving desired salary and terms.