Negotiation Skills for Physicians [Video Series]
The qualities that make you successful in the care of patients can also improve how you approach any scenario that requires you to make an ask of somebody. Learn more and why and how to negotiate better, and watch a free negotiation skills training video series for AAFP members.
Why do physicians need negotiation skills?
You’re negotiating all the time—including as part of patient care—even if you don’t realize it. Not every negotiation is adversarial or formal. When you work or live with other people who want something from you, or whom you want something from, negotiation is part of life.
All people can improve their negotiation skills, which can have a long-term positive effect on your relationships, career, personal life, and more.
Additionally, having a system for approaching negotiations can help you recognize your biases and use strategies to combat them, as well as prepare to navigate biases you might encounter.
Skills physicians need to successfully negotiate
Relationship building, analysis, bias training, and knowledge of key negotiation concepts are four of the most important areas to master to become more persuasive in any situation.
AAFP Member Exclusive
Negotiation expert Emily Epstein of Oakbay Consulting will teach you to improve your skills, be more persuasive, and advocate for yourself and others.
Skill #1. Relationship Building
When you’re negotiating with people that you'll continue to work with, care for, or do business with, it’s critical to balance achieving the outcome you want with maintaining trust in the long run. Additionally, relationship building can help you rally sponsors who can advocate for you in an upcoming negotiation, even when you aren’t present.
Skill #2. Analysis
Before sitting down with another party to negotiate, be sure you can outline as many possible outcomes, intentions, and possible positions, so you can be prepared to react strategically as you navigate potentially difficult and emotional conversations.
Another critical preparation activity is performing research and data to support your ask, which requires being able to identify the most persuasive facts and interpret how others may perceive them.
Skill #3. Bias Training
Women and men behave similarly in negotiations, but otheres' expectations for each of them differ dramatically, especially in the workplace, which can affect the success of negotiations. Although less research has been done around negotiation outcomes for transgender men and women and nonbinary people, they experience similar barriers.
When you’re aware of how bias influences negotiations, you can help make organizational changes that mitigate its impact, like being sure you diversify the hiring board or can cast a wide enough net to attract diverse candidates.
Additionally, when you’re aware of biases people might have against you, you can employ strategies to deter their effect. For example, women who are viewed as agents negotiating on behalf of team are perceived differently than when they use individualized language.
Skill #4. Knowledge of Negotiation Concepts
Breaking negotiations down into core concepts and stages can help you perform the analysis and strategy exercises you need to ace a negotiation. Be sure you know terms like parties, alternatives, interests, options, and criteria and what they mean in the framework of a negotiation, so you can account for them in your preparation.
Watch training videos to learn negotiation skills
You can learn to persuade anyone about anything with a free negotiation video series available to AAFP members through October 2026. Watch the whole series while you get ready for an important conversation and return to rewatch videos on particular topics as needed.