Did you think the goal of negotiation is to be liked? Try galvanizing respect.
Make certain that you are negotiating with someone who has the power to say “yes” and not just “no.”
Price is what you pay. Value is what you get.
Sit back while Mark discusses the importance of clearly defining contract terms.
A contract doesn’t have to govern only what happens during its term; it can govern what happens upon the end of the term.
Learn to protect negotiating positions and to use “informal” communication with administration proactively.
You say that your medical group is insured – is it really?