Maintaining discipline
The ability to sustain a high level of emotional intelligence, be an active listener, and maintain discipline in your response can be critical to a negotiation. This tends to be more problematic when you are negotiating in a team because you are not in control of all that is being communicated by your team members. When you are the sole negotiator, as is the case in many of these faculty contracts, one has the ability to minimize the risk of serious gaffe at the table.
Additionally, developing and understanding your goals prior to the negotiation and where they rank from a priority and preference standpoint can reduce errors. This discipline also allows you to develop a strategic approach to the negotiation process that will ensure a systematic and thoughtful process in reaching the desired outcome. Every so often you run into a situation in which you are not prepared to answer a question or may need more time to think about it. One might respond by saying “That is an interesting option; let me take some time to think about it.” It is important not to commit yourself in the midst of a negotiation if you are not 100% sure the option is right for you. Having to come back and retract something you agree to can break down trust between the parties, which is detrimental to the relationship.
Parting thoughts
Negotiating your first contract can be nerve-wracking. The importance of taking the emotion out of the business aspect should not be overlooked. As well-trained, competent surgeons, you deserve to reach an agreement that you not only deem fair, but one that also will set you up for future success. Making sure that you are prepared, and having a systematic strategy is critical in this process. Gut instinct is not a strategy.
Dr. Sakran is an assistant profesor of surgery and Director of Global Health & Disaster Preparedness for the department of surgery at the Medical University of South Carolina. He is currently chair of the ACS Resident and Associate Society and recently finished a year at the Harvard Kennedy School of Government studying public policy, economics, and leadership development. He has no relevant disclosures.