In any negotiation, be the party to deliver the first draft and control the deal.
Tag: trick
In any negotiation, be the party to deliver the first draft and control the deal.
In order to gain that control in any deal, you must be the party that presents the first draft of the document.
When you control the contract, you are controlling the discussion and you are framing the issues.
Here’s a great tool for your next negotiation with an entity, say with a hospital or even a healthcare system. Or with any business, for that matter. It’s motivation. Motivation in the context of negotiation. No, not your motivation, but figuring out the other side’s motivation. But with a different twist, of course. When you […]
In your negotiations, are you letting the other side think that they won?
In your negotiations, are you letting the other side think that they won? Podcast: Play in new window | Download
Ride along with Mark as he questions who’s accrediting the accreditors, even the biggest one of all, the Joint Commission.
By playing dead, the opossum gave Larry a win. But, and here’s the key, it was a win that cost the opossum nothing.
Picture the following situation: Working with my client group’s leader, we’ll call him Dr. Bob, we’re deep into the negotiation of a deal with a hospital, one of the elements of which is the intensity of physician coverage, upon which we’ve agreed as the basis for a fair market valuation analysis. Then, one morning at […]
