Looking at GI Practice Management Differently: Fortify the Business of Healthcare in the GI Practice | November 2021-Achieving Success in Negotiations

Video Transcription

Video Summary

In this video, the speaker discusses negotiation strategies and tactics. They emphasize the importance of negotiation in various aspects of life, not just in business. They mention the different parties we negotiate with regularly, such as payers, hospitals, PCP networks, vendors, landlords, and providers. The speaker stresses the need to develop negotiation skills and offers tips and principles to be effective in negotiations. They highlight the significance of preparation, gathering relevant information, and developing relationships with the right people. The speaker also suggests various tactics, such as active listening, starting with "no," tactical empathy, and calibrated open-ended questions. They discuss the concept of leverage and the importance of timing in negotiations. The video concludes with practice pearls, including having a framework, doing homework, separating people from issues, and focusing on developing win-win solutions. The speaker recommends books like "Getting to Yes" and "Never Split the Difference" for further reading on negotiation strategies.

Asset Subtitle

Richard M. Roman, MD, MBA

Keywords

negotiation strategies

importance of negotiation

parties in negotiations

developing negotiation skills

preparation

tactical empathy