fbpx
Below: David Norris, MD, MBA: These behaviors will strongly improve your success at the negotiation table.

Negotiation Series Header David NorrisDr. David Norris (the author of this article) is the host of the SoMeDocs video series called “How to Negotiate as a Physician & Win,” found in our curated SERIES section.

 

Behaviors You Need While Negotiating 

The outcome of any negotiation is, in part, the result of the behaviors we display. They can reveal information about our thoughts and feelings. The most dangerous behaviors are those that signal fear. They betray us at the negotiating table by weakening our position. To improve your results, practice and implement these behaviors, and you’ll see the results of your negotiations improve over time.

 

Talk less.

When you’re asked a question, answer it succinctly and then stop. Get comfortable with “dead air” time. Silence can be uncomfortable for some. When they become uncomfortable, they’ll fill the space with words. Don’t do that. Let your opponent do it. Be friendly and engaging, but be careful about the answers you give and how you share the information they bear.

 

Don’t answer a question no one’s asked. 

During a negotiation, the adversary often makes a statement that seems to be leading to a question, but they don’t ask it outright. If you’ve walked into the event with a fixed mindset full of assumptions, you’ll be tempted to think you know what they’re going to ask. That is dangerous because you might inadvertently “spill the beans” in a way that weakens your position. Remember—no assumptions or expectations are allowed in a negotiation. Answering unasked questions violates that rule.

 

 

If you've walked in with a fixed mindset full of assumptions, you'll be tempted to think u know what they're going to ask. You might inadvertently 'spill the beans' in a way that weakens ur position. Click To Tweet

 

 

Be Silent.

That doesn’t just mean not speaking. It also means shutting off that little voice in your head. It’s tempting to formulate a response to a speaker before they finish because having a speedy response makes us feel important. We think it’ll make us look competent, confident, and capable.

Do the opposite, however, and you’ll come across as more thoughtful. How do you feel when you’re in a conversation with someone who’s ready with a response as soon as you’ve made a point? Do you feel they were listening to what you said? That’s probably how the other side feels about you when you’re not silent when they’re speaking. Avoid planning your response while they talk. Take your time to listen to what they say.

 

Have steady emotions. 

It’s normal to feel emotions during a negotiation. You’re only human. What you want to do is come across as emotionally stable. Don’t show anger, joy, sadness, or any other emotion, but let your responses be calm, collected, and poised. Maintain an even keel, and don’t give your opponent a hint of what you’re feeling.

 

It's tempting to formulate a response to a speaker before they finish because having a speedy response makes us feel important. Click To Tweet

 

 

Be “less than okay.” 

How do you feel when you’re around someone who seems perfect? Do you enjoy their company? Being less than okay isn’t about you, but rather your negotiating opponent. Put the other person at ease and make them feel okay. Avoid acting as though you’re perfect. Let the opponent see you’re human. Ask to borrow a pen or make a minor mistake that’s easy for them to catch and point out. The chance to help you out will make them feel better about themselves.

If you’re dealing with an arrogant individual, these little actions will confirm their superiority. One thing superior people do is reinforce that feeling with others. They will often share exclusive information to demonstrate their superiority. They might even share data they wouldn’t share otherwise. The wise negotiator knows that the only person who needs to feel okay at the negotiating table is their opponent.

 

Three-plus their yeses.

Three-plus is a powerful tool. When the other side gives you a yes, ask questions around that yes. Ask the different questions to determine if their yes is really a yes.

 

There are three types of yeses: confirmation, commitment, and counterfeit. A confirmation yes merely confirms a statement or data point. A commitment yes is what we want, and it shows they are committed to the deal. A counterfeit yes is a false yes, either because they don’t feel comfortable saying no or they intend to build our hopes with this, yes only to increase our fear when they say no later. Another benefit of the three-plus is that it confirms in your opponent’s mind that they’re comfortable with the decision, which will go a long way toward offsetting any buyer’s remorse.

 

Blank slate.

An effective negotiator works not with just facts and data but also with assumptions and expectations. Before you walk into a negotiation, render your mind a blank slate. You can confirm data and facts but eliminate assumptions and expectations, whether positive or negative. The keys to blank-slating your mind are researching and having a growth mindset.

 

Take great notes.

Perhaps the best method to help you maintain silence is to take great notes. Handwritten notes will help you silence your head’s little voice. They will give you time as your brain processes the voice’s words into the symbols your hand writes and will force you to focus on what they’re saying. These notes will also serve as a record of what was discussed and decided at the negotiation.

Thought for Today

Review the behavioral checklist before the next negotiation meeting to ensure your speaking doesn’t inadvertently undermine your negotiating position.

Tweet this out

EARN CME

This learning experience is powered by CMEfy - a platform that brings relevant CMEs to busy clinicians, at the right place and right time. Using short learning nudges, clinicians can reflect and unlock AMA PRA Category 1 Credit.

Ad from SoMeDocs.

SoMeDocs Front Page Header

Marketing physician voices uniquely!

Our Venture Amplifies Healthcare Voices.

Ad from SoMeDocs.

SoMeDocs Front Page Header

Marketing physician voices uniquely!

Our Venture Amplifies Healthcare Voices.

David J Norris, MD, MBA

Helping physicians develop the practice they desire

SoMeDocs

SoMeDocs, short for Doctors on Social Media, is a physician-created & led health media company that aims to build a beautiful catalogue of verified online healthcare voices. Our goals are to teach educated professionals tools for personal success, and to showcase them to the world, and facilitate the connections needed to grow. Join us.

Music Heals

Music Heals

Candice Williams, MD, writes about her love of music, and how it is a healing force that we all need to use more often.

Negotiation series header: David Norris

Negotiate as a Physician and Win

Catch this 8-part series, hosted by physician & business consultant David Norris, MD, MBA & produced by Dana Corriel, MD. Learn to be a stronger negotiator with these important tactics.

Conversations with Shem: Season 2

Medical literature icon Samuel Shem, author of “The House of God” returns for season 2 of conversation, in order to discuss the broken healthcare system. This time, he’s brought the guests!

Doctors on Social Media Teach Podcasting Header Image

Doctors On Social Media Teach Podcasting

Today’s health experts are sharing their expertise in audio format using podcasts. Join us as we explore how we do this and bring on the innovators who are giving it their all.

Mimi Zieman M.D.

Mimi Zieman M.D.

We all have inner voices that need to be listened to, and stories to tell. Voices speaking up for women and justice are needed now more than ever.

Edward S. Rubin, M.D.

Edward S. Rubin, M.D.

I specialize in the treatment of chronic pain of the low back and neck. At my practice I make sure to have all of my patients’ backs in their daily fight against chronic pain.

Meridith Grundei

Meridith Grundei

Perfection is highly overrated. It’s time to start getting comfortably uncomfortable and start sharing your voice with the world!

JD Gershbein

JD Gershbein

“Linkedin is like a raffle; you must be present to win.”

Ann M. Richardson, MBA

Ann M. Richardson, MBA

“The Doctor Whisperer” – Healthcare systems transformation consultant and fierce physician, care team, and patient advocate.

SoMeDocs Logo

The Healthcare Connection Hub

Disclaimer: SoMeDocs assumes no responsibility for the accuracy, claims, or content of the individual experts' profiles, contributions and courses. Details within posts cannot be verified. This site does not represent medical advice and you should always consult with your private physician before taking on anything you read online. See SoMeDocs' Terms of Use for more information.

Grow with us.

We take rolling applications for regular contributors

We had a fantastic turnout and brought a large number of physician contributors on board our 1st & 2nd rounds. If you’re interested in being considered for a future round, submit an application now and we’ll be in touch when it opens. Regularly contributing means you share your thoughts, stories, opinions, or advice on our website, and we make it pretty/circulate. It’s essentially our large effort to collectively market health experts and grow thought leaders. We also consider applications for our “Experts for Health Experts” section, depending on the pitch. Are you ready to join us? If you prefer immediate access & want to build yourself space now, consider becoming a member.

Play Video
Our Founder Answers Your BURNING Question

SoMeDocs

“Why should I become a member of SoMeDocs if I already have my own space online?”