Negotiation Objectives for Hospital/Physician Contracting Conversations
Negotiations with hospital administrators can be difficult. Whether it’s because you don’t like confrontations, or you are dealing with a tough executive, there are steps you can take to prepare yourself for the conversation.
Determine your objectives for the conversation. Why do you want to discuss your compensation? Are you hoping to get paid for taking call for the first time? Do you want to raise your current rate that you’re being paid to be Chief of Staff, given the amount of time it’s taking away from your practice? What is your desired outcome for the discussion? Having a clear objective and desired objective for the negotiation will help ensure that you don’t walk away with an unsatisfactory conclusion or empty handed.