Getting Started with Negotiation
Before talking with a hospital, start by deciding what your priorities are. Are financials your biggest goal? Are you trying to find the ideal work-life balance? First, start by deciding in advance the minimum you are willing to accept for your next locum opportunity.
Before negotiating, decide your priorities and make a list of inquiries. Contract negotiation becomes simpler if you have all the necessary facts about the position. Make sure you have a full understanding on things like compensation structure, non-compete clauses, daily patient volume, scheduling requirements, and travel perks.
What should you negotiate?
When negotiating, several factors should be taken into account. A non-compete may be less of a factor if you do not plan on staying in an area long-term. You may be more interested in the forms of compensation you receive and how travel and malpractice are covered.
How can you negotiate?
- Do not sign a letter of intent if you plan to renegotiate the terms.
- Trying to change the terms of a signed letter of intent can harm your reputation with the facility.
- Negotiations can go more smoothly if you know what is policy in an institution versus what isn’t. For example, you may not be able to alter the travel budget assigned by the facility.
- During the negotiation process, you should remain open minded.
- Even if you have certain demands that are non-negotiable, you should enter into the discussions with a willingness to make concessions.
- Ultimately, your objective is to be recruited by the facility.
- Communicate with the facility in the mode that they prefer communications: email, phone, or in person.
- Create a list of questions in advance to avoid redundant back and forth negotiations with the facility.
- Ensure that you can articulate the rationale behind any requests you make, such as pay raise (including overtime rate), more benefits, special treatment.
- Ask yourself, what are you bringing to the table to justify your additional requests? If you can give justifications that make you more competitive, your odds are higher to get what you are asking for.