Negotiating Skills For Occupational Health Professionals

Monday, July 21, 2003

 Faculty

Sheraton Hyannis Resort, Hyannis, Cape Cod, Massachusetts

 Schedule

Summary
The average occupational health professional will negotiate countless times for occupational health services over the next 20 years without the benefit of any training skills in negotiating. SEAK's Negotiating Skills For Occupational Health Professionals was designed to teach you the negotiation skills you need to become a superior negotiator and give you an opportunity to practice these skills through a variety of challenging negotiation exercises. Attendees will dramatically improve their negotiating skills.

Learning Methodology
SEAK Negotiating Skills for Occupational Health Professionals is a practical course which will teach you the facilitation, communication, and persuasion skills you need to be a successful negotiator. The course utilizes advanced learning principles and features numerous hands-on case exercises. The didactic portion of the course is lively and interactive. Occupational health professionals will have an opportunity to ask questions and have them answered by the faculty.

Learning Objectives

Workshop participants will learn how to:
  • How to say "no" professionally
  • Turn a competitive negotiation into a cooperative one
  • Avoid "trickle down" loss
  • Determine your opponent's interests, needs, and desires
  • Negotiate with supervisors and workers
  • Choose the best time to negotiate
  • When it is best to remain silent
  • Become proficient in negotiation of compliance
  • Prepare for a negotiation
  • The use and abuse of emotions during negotiations
  • Gain more concessions than you give up
  • Understand what makes telephone negotiations especially challenging
  • Defeat your opponent's tactics
  • Negotiate sticky points with clients
  • Successfully gather crucial information
  • List ways teams can better negotiate
  • Finalize negotiations and close the deal

Distinguished Faculty
Steven Babitsky, Esquire, is a former trial lawyer who has over 25 years of experience as a professional negotiator. Attorney Babitsky is the co-author of the best-selling book The Successful Physician Negotiator: How To Get What You Deserve and numerous other publications. He is a lively and entertaining trainer who has trained thousands of occupational health professionals.

Tuition

The tuition of $295.00 will include a seminar manual, continental breakfast, lunch with faculty,all sessions, seminar proceedings, and exceptional networking opportunities. This investment should result in multifold returns.  Click here for registration information.

Continuing Education Information

Click here for Continuing Education Information.

Schedule
 

Monday, July 21, 2003

7:30-8:00

 Registration and Continental Breakfast

8:00-8:15

 How much are you Negotiating For?  The $12,000 an hour negotiation

8:15-8:30

 Competitive and Cooperative Negotiations:  How to diagnose the difference and change one to the other

8:30-8:45

 Where to Negotiate: Your office, their office, neutral site, advantages and disadvantages

8:45-9:00

 Authority:  Importance, how to negotiate with the "yes" person

9:00-9:15

 Asking Questions:  How to ask and utilize key questions; leading, and open-ended questions, sample questions to ask, and active listening

9:15-9:30

 Needs Interest and Desires: How to identify and use your opponent's "x" factor

9:30-10:00

 Negotiating Exercise:  Provider Agreement

10:00-10:15

 Break and Networking Opportunity

10:15-11:00

 Negotiating of Occupational Health Contracts In-depth:  Checklists, Sample Contracts, Key Clauses
11:00-11:15 Pausing:  Why, when, and how to do it strategically, the best time to negotiate
11:15-11:30 Power and How To Develop It: Your "BATNA", legitimacy, precedents, persistence
11:30-11:45 Preparation and Aspiration Levels: Gathering resources, analyzing, planning, and setting your goals and reaching them
11:45-12:00 Silence: How to utilize silence as an offensive weapon
12:00-1:00 Lunch (Provided with Faculty)
1:00-1:15 Concessions:  
  • How to get large invaluable concessions in the occupational
  • health arena without giving away the store
1:15-1:30 Negotiating Exercise: Return-to-work reasonable accommodation
1:30-1:45 Deadlock:  Using, avoiding, and recognizing when a deadlock is not the worst outcome
1:45-2:00 Emotions: How occupational health professionals can make them work for and not against them
2:00-2:15 Long-term Occupational Health Relationships:  How to build them and still get what you want
2:15-2:45 Specific Occupational Health Negotiating Issues: Negotiation of return-to-work, reasonable accommodation, compliance, and issues with clients
2:45-3:00 Break and Networking Opportunity
3:00-3:15 Team Negotiating:  
  • How to build a rock solid team and negotiate toward collaboration and
  • avoiding turf battles
3:15-4:00 Tactics: The 25 most difficult negotiating tactics. How and when to recognize, use, and defend against them

 
SEAK in Hyannis -- July 2004
       
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