Negotiation of Health Care is a mixture of art and science
The art comes from experience – the more you negotiate, the better you become. The science lies in understanding a few basic truths about negotiations and using them to guide you in your efforts. Here are a few of the dos and don’ts that make up the science of negotiation.
Do remember that balance is the key: The more you want things your way, the more difficult the negotiations will be. Having a realistic target in mind and a minimum acceptance point will make it easier to know when to stop and settle.
Do remember that there are no winners: If you look at negotiations as a battle, with a winner and loser, there is no room for compromise. With no room for compromise, a mutually acceptable agreement, which is the aim of the negotiation, will never be reached.
Do not appear overly eager or needy: A good negotiator can sense desperation and if you give off this aura, you are in a position of weakness.
Do not take things personally: Always remain objective and do not allow your emotions to enter the discussions.
They will cloud your judgment and affect your ability to be effective. It is a common ploy for experienced negotiators to bring in the emotional element somehow so as to put the other side off balance.
Do your research: Be completely prepared with all the facts relevant to the negotiations. That includes all the information you can obtain on the other party’s motives, plans, and expectations. Every time you stall negotiations to go and check up on facts or get information, you are weakening your position.
Do know when to stop: When negotiations are going your way, it’s tempting to try and push for more. This can result in the other party becoming resentful and uncooperative. Make sure that you give the other side something to be satisfied with so that at the end of the day everyone is happy and has the desire to move forward.
Know when to say “no”: Negotiations are all about compromise but that does not mean you should let yourself be driven into a corner.
Be aware of where you do not want the negotiations to go and be firm in saying “no,” if that is the direction they are taking.
Do know when it’s time to walk away: When negotiations are going badly, or not in the direction you want, you can always walk away. Keep in mind that this is a powerful tool but also one that, if wrongly used, can put a grinding halt to negotiations completely. If you need to walk away, do so coolly, and always keep an opening that allows you to return to the table.
Do not be afraid to ask: Negotiations are about getting as much as possible for yourself or your company. It is common for people in negotiations to feel shy about asking directly for what they want. This often leads to a misunderstanding that can derail the whole negotiation process. Be clear about what you expect from the discussion and make sure you understand what the other side expects from you.
Always remember that a negotiation from which one side leaves resentful, dissatisfied, and unhappy is a negotiation that has failed.
Article Source: Best Practices In Negotiation: Negotiation Dos And Don’ts.