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  Typical Session Agenda



Typical Session Agenda

  • Depending upon your needs, the agenda will be customized. For purposes of introduction, this is a typical agenda:
    • 30 minutes to 1 hour of personalized didactic review of any topics of concern.
      • This is especially important if you are not formally trained in negotiation, have never negotiated outside of practice, or if you did not have the opportunity to complete the online course
    • 30 minutes reviewing your next negotiation and developing a strategy
    • 30 minutes to one hour in practice Mock Negotiations
      • Special attention will be placed on:
        • Using your Anchor and counter offer
        • BATNA
        • Concession strategy, tempo, bundling, and quantity
        • Negotiation techniques personalized for your style and comfort level
          • If time permits, a discussion on how to counter common negotiation techniques
        • How to Negotiate to Deadlock if needed
          • Note: At least half of medical negotiation need to deadlock before agreement. It is an expected occurrence, but may be a surprise if unanticipated
        • How to re-open deadlocked negotiations
        • The use of leverage specific to your situation
        • Maintaining relationship during negotiation
        • An individualized approach to any specific concerns you may have
        • If times permit, a simulation of a more difficult negotiation
    • Wrap up and discussion

Discussion
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