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Negotiation: Discovering Your Pain Points

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David Norris, MD, MBA, CPE, a negotiation consultant in our series, explains why everything we get in life comes from agreements we negotiate with other people. Focus: discovering pain points.

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ABOUT THIS LECTURE

From the episode:

“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.”

Dr. Norris introduces the topic of negotiation, and sets up the scene for the 7 other episodes in this series, called How To Negotiate as a Physician & Win exclusively brought to you by SoMeDocs.

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David Norris, MD, MBA

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