Fundamentals of Physician Leadership - Negotiation: 2022 Fall Institute (October 2022)

This course is part of 2022 Fall Institute, an in-person event delivered in Scottsdale, AZ in October 2022.

This course demonstrates the steps that make up negotiations, and it shows physician leaders how to leverage that structure to create the career and lifestyle they want. Even though we negotiate every day, we tend to do so intuitively rather than in a structured way. Although intuitive methods can work, you’re likely to become more effective with a strategic toolbox: tools for preparing, analyzing, and evaluating your negotiations, as well as tools for becoming more self-aware and reflective as a negotiator. You can expect to take away a number of new ideas, models, and skills to apply in future negotiations. Expect this course to be highly interactive! Because negotiation is a skill, you will not just read and talk about negotiation; you will do it. Throughout the day, you will engage in three simulations to develop your negotiation skills. These exercises are designed to highlight the dynamics and challenges of negotiations and to serve as foundations for your own experiences outside of class.

Topics include:

• Evaluate the characteristics of a negotiation situation
• Describe how to prepare for a negotiation
• Identify the three key negotiation parameters
• Understand the role of offers and concessions in the negotiation process
• Learn the fundamental strategies of integrative (“win-win”) negotiation
• Identify factors that facilitate successful integrative negotiation
• Practice and assess negotiation skills and tactics using three negotiation simulations

We are excited to announce new changes being implemented into our course structure for Fall Institute to better support your professional development. Once you have completed this course, in addition to completing the course assessment and evaluation, you will be asked to submit an action plan that will identify and summarize the ways you intend to apply the course content to your practice. You will also be required to provide feedback on a peer’s action plan. You can expect to spend about two hours on this post-work activity and will have four weeks following the course to complete it. It is important to note, completion of this post-work activity will be required to receive your CME for the course.