2370 - The Art of Negotiation: Applying Negotiation Frameworks to Get More of What You Want in Your Academic Career

Sunday, April 24, 2022

10:00 AM – 11:30 AM US MT

Location: Convention Center: 407

CE: Live CME: 1.5

Course Number: 2370

Leader(s)

Ian Chua, MD, MHPE (he/him/his)

Assistant Professor, Pediatric Hospitalist
Stanford children's / children's national
Washington, District of Columbia, United States

Co-Leader(s)

KS

Karen Smith, MD, MEd

Associate Professor of Pediatrics
Hospitalist Medicine
George Washington University / Children's National Hospitall
Alexandria, Virginia, United States
Mike Tchou, MD, MSc (he/him/his)

Assistant Professor
Pediatrics
University of Colorado Anschutz and Children's Hospital of Colorado
Aurora, Colorado, United States
Francisco Alvarez, MD, FAAP

Clinical Professor of Pediatrics
Pediatric Hospital Medicine
Stanford School of Medicine
Palo Alto, California, United States
Gabrina Dixon, MD, MEd (she/her/hers)

Associate Professor of Pediatrics
Children's National Health System
Washington, District of Columbia, United States

Participants should be aware of the following financial/non-financial relationships:

Ian Chua, MD, MHPE: I do not have any relevant financial / non-financial relationships with any proprietary interests.

Karen Smith, MD, MEd: Change Healthcare Prometheus Analytics (Currently Ongoing) (Products/Services: Consultant)

Michael J. Tchou, MD, MSc: I do not have any relevant financial / non-financial relationships with any proprietary interests.

Francisco Alvarez, MD, FAAP: I do not have any relevant financial / non-financial relationships with any proprietary interests.

Gabrina Dixon, MD, MEd: I do not have any relevant financial / non-financial relationships with any proprietary interests.

As physicians complete training, they are often ill-equipped and not formally trained to negotiate their first contracts let alone high stakes matters as leaders in their respective domains. In fact, negotiation encompasses so many facets of a physician’s job including daily encounters with consultants, trainees, peers. This becomes even more paramount as one takes on leadership roles as directors of initiatives, programs, divisions, and research collaboratives. During this session we will use Harvard Business School Program on Negotiation cases to highlight each individual’s inherent instinctual negotiation habits and contributors to these habits. Participants will then be introduced to Roger Fisher’s principled negotiation framework and Neale and Lys’ “Getting (More of) What you Want” framework. Through case review, virtual role play, facilitated discussion, and interactive group discussion, participants will practice applying these frameworks. By the end of the workshop, attendees will be able to define their personal reservation points, aspiration points, and “walk away” points and make plans on how to improve their personal negotiation skills.