UTMB Scholarship and Engagement Hub: Internal Medicine Tools and networking for career advancement and faculty belonging

Negotiation

What is negotiation?

  • Negotiation is about understanding and engaging with others more effectively in a way that yields better outcomes.

Tips to successful negotiation

  • Focus on interests and not positions; emphasize the why.
  • Think on how to most effectively frame your request.
  • Include all relevant parties.​

See Malhotra D & Malhotra M. Negotiation strategies for doctors and hospitals. Harvard Business Review 2013 at https://hbr.org/2013/10/negotiation-strategies-for-doctors-and-hospitals

Watch this video by Dr. Deepak Malhotra, negotiation expert and Professor at the Harvard Business School, on negotiation tips:​ https://www.youtube.com/watch?v=VsaxtLqh4h0

The importance of negotiation skills for career advancement

  • Dr. Anees Chagpar is Professor of Surgery at Yale School of Medicine. In 2020 she received the Joan E. Giambalvo Award from the American Medical Association for her work on developing a virtual curriculum on negotiation skills for women physicians.
  • In this presentation she describes her work and why negotiation is important for faculty engagement and career advancement. Although designed for women physicians, it applies to everyone contemplating  a career change or a major ask. https://www.youtube.com/watch?v=KFwl9Ekw5gU
  • Dr. Chagpar offers a virtual workshop on negotiation modeled after the above work. The workshop is open to all physicians, not only to women. If you are interested in this workshop click here and the Department of Medicine will support your enrollment.

Negotiation in academic medicine- Interesting reads

  • Narratives from faculty and their mentors

-These narratives from research faculty and their mentors on their experiences with negotiation highlight the need of developing these skills to support career success. Based on their qualitative analyses, the authors recommend an approach that focuses on shared interests, mutually satisfying options and fair standards.  Read here

  • Competency road-map in negotiation for residents and fellows

-In this perspective, Berman and Gottlieb start with a clinical scenario requiring negotiation skills. They  then move to the application of these skills in the job setting. Areas of negotiation are identified. Negotiation skills are critical when securing  that first job after training and remain applicable to all academicians seeking a career change.   Read here

Action Items

  • Identify a coming meeting in which a request up for discussion may pertain but not be limited to a program component, resources, a change in your current expectations or duties, a change in your clinic schedule, or any career change.
  • Reflect on how you can apply principled negotiation to increase the likelihood of success. This may include preparing for the meeting in advance and collecting data that supports how the change would benefit your team, department or institution.

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