Pediatric Hospital Medicine 2012

Getting to Yes.......See One, Do One. The Observed Structured Negotiation Encounter
Jack Percelay, David Zipes, Paul Hain, Steven Narang, Paul Hain
At the conclusion of this session, participants will be able to:

  1. Participants will be able to recognize and analyze key data that support and oppose their negotiating stance.
  2. Participants will be able to evaluate negotiating techniques that match their personality style.
  3. Participants will be able to develop proposals that mutually benefit hospitalist and employer

Negotiating, like running a code or performing a pelvic exam, is a skill that one can read about in a book, but when it comes time to actually doing it oneself, complex emotional factors arise that can impact one' s performance. This workshop aims to relieve some of that anxiety by giving participants the opportunity to observe PHM relevant negotiations between experienced hospitalists and real chief medical officers (who just happen to be pediatric hospitalists as well) and then to practice negotiating themselves. Participants will ha review background data for several case studies prior to the session, and will then confer with colleagues about which approaches are most likely to be successful, what are key asks, and what are deal breakers. They will then strategize separately with the hospitalist negotiator and the employer, before observing the actual negotiations. After preparing for, observing, and debriefing 2 sets of negotiations by faculty, participants will break up into small groups and assume the negotiating roles themselves. To volunteer your program as a case study (aka free consult), contact




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