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In our series highlighting general sessions at this year’s ACLP Annual Meeting...
Negotiation as a Clinical and Leadership Skill
Frameworks for clarity, influence, and collaboration
Carlos Fernandez-Robles, MD, MBA, FACLP
Carlos Fernandez-Robles, MD, MBA, FACLP, Brigham and Women's Faulkner Hospital, invites Annual Meeting attendees to:
- Acquire a framework to identify, prepare, and structure any situation that requires negotiation skills.
- Differentiate between types of negotiation relationships and sources of power, and identify recommended strategies for each.
- Recognize common cognitive and motivational biases, and use effective influence strategies.
Negotiation is often viewed as a formal and rare event, typically limited to job offers or ordinary situations, when in reality, negotiation is part of most people's daily professional life, says Dr. Fernandez-Robles. The ability to negotiate thoughtfully and effectively is essential for C-L psychiatrists whose work is at the intersection of interdisciplinary collaboration.
“Despite this, negotiation skills are rarely part of C-L Psychiatry curriculums.”
This session will help reframe negotiation skills as a core clinical and leadership competency. Participants will learn how to recognize and approach negotiation opportunities with confidence and structure. The session emphasizes that negotiation is not limited to formal disputes but extends to aligning with colleagues on patient care decisions, advocating for resources, resolving tensions across disciplines, and shaping projects and programs.
Six elements of effective negotiation will be introduced:
- Basic Negotiation Structure: Understand a negotiation's components and learn how to approach preparation in a negotiation.
- Understanding Relationships and Negotiation Types: Recognize the importance of relationships in a negotiation and adapt the approach accordingly.
- The Role of Power: Exploring power sources in negotiation (beyond formal authority) and understanding how to increase leverage ethically and effectively.
- Value Creation: Learning to avoid zero-sum thinking and find ways to meet mutual interests.
- Biases and Cognitive Pitfalls: Understanding how psychological traps impair negotiation and how to recognize them.
- Communication Techniques: Skills for implementing persuasive communication that leads to better outcomes.
The session, at 2:15 PM on the Thursday of the meeting, will also include an interactive roleplay enabling participants to reflect on their own negotiation instincts and habits, and gain insight into opportunities for growth.