In order to gain that control in any deal, you must be the party that presents the first draft of the document.
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 […]
It was late December. I was sitting across the table from the hospital CEO. We were in the midst of negotiating a deal involving my client, a large physician group, and his facility. And then, he made a major negotiating blunder, giving up on a deal point clearly in my client’s favor, in fact, a […]
It’s not enough to discover the other entity’s motivation in the negotiation. What’s their representative’s personal motivation in concluding the deal?