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SERIES

How To Negotiate as a Physician & Win

8 episodes

This lecture series welcomes David Norris, MD, MBA, CPE, a negotiation consultant, and invites him to share his teachings on negotiation as a physician, with our audience.

Creator:

Dana Corriel, MD

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Episodes |

How-To Negotiate as a Physician & Win

This lecture series welcomes David Norris, MD, MBA, CPE, a negotiation consultant, and invites him to share his teachings on negotiation as a physician, with our audience.

1

Intro to Negotiation

“Everything that we get in life comes from agreements you negotiate with other people. You can do it well or do it poorly, but you have to do it everyday.” Dr. Norris introduces the topic of negotiation, and sets up the scene for the following 7 episodes.


Earn CME credit here, after you watch.

2

Mindset

“If we’re on the defensive and we think they’re out to cheat us, or take advantage of us, we may shift a lot of our processing power, a lot of our bandwidth, to defensive measures, looking for ways that they’re trying to take advantage of us and we kind of built out these walls.”

Earn CME credit here, after you watch.

3

Behaviors: The Good & The Bad

“Everything that we get in life comes from agreements you negotiate with other people. You can do it well or do it poorly, but you have to do it everyday.” Dr. Norris introduces the topic of negotiation, and sets up the scene for the following 7 episodes.


Earn CME credit here, after you watch.

4

Overcoming Predatory Tactics

“You may see predatory tactics in the negotiation table. They may use powerful psychology, like 1) framing effect, 2) prospect theory, 3) and loss aversion, to help you frame your thought process maybe instill a little bit of fear and neediness in you.”

Earn CME credit here, after you watch.

5

Discovering Your Pain Points

“There are 3 reasons to ask questions in negotiation: 1) we want to build vision and help our respected opponent – the adversary – see along their decision path, 2) we want to gather information so that we can begin to understand what’s going on and 3) we ask for a decision to be made. How we phrase those questions are key to effective negotiating.”

Earn CME credit here, after you watch.

6

Decision-Makers, Budgets & Agendas

“When we’re negotiating it’s really part of our job to figure out who all the influencers are in this negotiation. There might be co-decision-makers (like a spouse, for ex) as well. Then there’s “blockers”, who are people that serve as an the offensive line. They’re trying to save energy & time of the real decision-makers, so they form a service at blocking your access to them. Like a filter. Blockers don’t always know they’re blockers, either, or consider themselves as that.”

Earn CME credit here, after you watch.

7

The Negotiation Check-List

“The ‘medical record of the negotiation’ includes tools that help you form those good habits that make us effective negotiators. You can have all the theory in your head, but using this checklist is where you should start every negotiation.”

Earn CME credit here, after you watch.

8

Putting the Pieces Together

“In this episode, we’re going to wrap everything up. Start by knowing yourself, so you don’t weaken your position. Use the checklist to prepare for each and every negotiation. If working as a team, have everyone complete it & compare notes.”

Earn CME credit here, after you watch.

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Behind the scenes

series host

Dr. David Norris is a practicing anesthesiologist who is dedicated to improving the business intelligence of all healthcare providers. When he’s non-clinical, he serves as a consultant and educator, helping practices survive and thrive. He completed medical school at the University of Kansas School of Medicine and an anesthesiology residency and fellowship in cardiovascular
anesthesia at Vanderbilt University.

Dr. Norris was always interested in the business side of health care and medical practices and has spent years studying those fields. He earned an MBA after he realized he was not adequately prepared to operate a business. The medical education system had let him down. Today, his mission is to help other physicians gain the business intelligence they need to have their desired practice.

Dr. Norris shares his knowledge via writing, teaching, speaking, and his podcast, The Financially Intelligent Physician with David Norris, MD, MBA which is available on Apple Podcasts, Google Play, Spotify, and Pandora.

His first book, The Financially Intelligent Physician: What They Didn’t Teach You in Medical School, was published in 2016. He has been writing, teaching, speaking, and consulting
for years.

His second book, Great Care, Every Care: A Physician’s Guide to Process
Improvement, was released in July 2020.

Behind the scenes

series creator

Dana Corriel, MD

Dana Corriel, MD, is the founder of SoMeDocs & a board-certified internist. She made a decision to pivot in early 2020, in order to try her hand at “innovating” in the digital healthcare space. She continues to grow as a digital creator & loves every single minute of her new career trajectory. She sometimes has time to share more personal work in her online portfolio, at drcorriel.com.

I acknowledge that this site is not to be used for medical advice.

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