TSE003-HC Negotiating in Healthcare and beyond
Course Description
Work (and life) often seems like an endless project negotiation. With everyone. About everything. Even if we negotiate on a regular basis, for most of us, this is one of the most stressful situations we hope to avoid. Ask for a raise or advocate for a promotion? Negotiate a contract with a vendor? Get folks on the project team (who really don’t work for you) to do the work? Settle on a vacation destination with a spouse? Get the kids to bed without a fight? Buy a new car? If these are some of the things that cause you to scrummage through the medicine cabinet for an antiacid, you’re in the right place! In this course, you will learn the tools, techniques, process, and attitude to help you overcome your “fear of the deal” and set you on a path to become a successful (and pain-free!) negotiator!
Upon completion of this workshop, each participant will be able to:
- Identify types of negotiations and recommend resolution approach
- Demonstrate service-oriented negotiation skills in any environment
- Recognize what a Best Alternative to a Negotiated Agreement (BATNA) is and why it is a critical component of any negotiation
- Add value to every negotiation by identifying and leveraging potential missed opportunities
- Successfully negotiate in culturally biased situations
Teaching methods for this course include some lecture and extensive hands-on practice via in-class activities.
Course Outline
"Negotiation 101”
Understanding the Basics:
- Defining what negotiation is (and what it is not)
- Understanding different types of negotiations
- Drill down to the “Real Why” of any negotiation
- Managing negative and positive assumptions
"What to Bring to the Table”
Actively shifting mindsets from manipulation to service:
- Understanding wants, needs, and walk-aways to get measurable value
- Developing and weighting potential outcomes
- Knowing when silence is golden
" Knowledge is Power"
- “Making the Pie Bigger” by identifying and maximizing potential missed opportunities
- Dealing with pain points
- The role of transparency and trust: sharing information cards (know when to hold ‘em, and know when to play ‘em)
- Leveraging for the ultimate outcome
"Getting Down to Brass Tacks"
- Revisiting the “Five Why’s”
- Implementing techniques for eliciting information
- Negotiating one-on-one
- Working as a team to negotiate with management
“Special Circumstances”
- Overcoming cultural challenges
- Organizational
- Ethnic
- Gender
- Working with cross-functional teams and priorities
- Negotiating on the fly when there is no time to prepare
