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Become a Tougher Negotiator

Asking for better compensation, benefits and other perks is often the hardest part of the job search. A recent article published in Clinician Reviews suggests some strategies for maximizing negotiation tactics to get the best contract possible.

According to the authors, newly minted (and even more seasoned) NPs and PAs are often unprepared for navigating the process of practice evaluation and contract negotiation. The authors emphasize that negotiation does not equal confrontation; negotiation is simply a professional conversation, best had one-on-one with the key decision maker, rather than a group.

First, they suggest working from the perspective that the compensation package is not predetermined, but instead is subject to negotiation depending on what the employee deems important to obtain. The authors define the three “P’s” of negotiation as: Prepare, probe, and propose. Know your own projected revenue that you would bring into a practice and any nonmonetary contributions you may make to the practice, such as improvements in patient satisfaction or reduction in no-shows. Probe the financial health of the practice, and based on your knowledge of the practice and what you will offer, propose the compensation and benefits that you deserve. The article offers a checklist of questions to go through with the employer and outside counsel to help you determine whether you are entering into a sound agreement. Some of the areas to consider in creating an optimal contract besides your salary are issues around liability insurance, moonlighting, terms and termination, and  continuing education and training. The authors conclude that the same skills that led to successful completion of training- attention to detail, evidence-based research, and excellent communication skills- should be used in preparing for contract negotiation.  Constant changes in the health care marketplace will help you find a clinical position and negotiate a good professional contract.


Byline: Martha L. Sikes, MS, RPh, PA-C

Posted: January 9, 2017

Source: Clinician Reviews
Adapted from the original article.

[Image: Shutterstock]

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