The majority of locums will at times have to negotiate with practices, often with the practice manager and sometimes with another doctor. Few of us enjoy confrontation and many readily admit they are not assertive enough. That is why this chapter has been included - knowing a little about negotiating skills may improve your confidence and assertiveness without obvious confrontation. Remember your livelihood depends on it and those who you are negotiating with have a tendency to 'forget' that.
Negotiation is about achieving an aim, about giving something in exchange for receiving something.
It's a communication skill that improves with practice. The actual negotiation non-principals have with practices is often very quick, and perhaps because of this, many feel unable to get more control, or a better outcome. Here the process is broken down into its constituent parts. Negotiators for large organisations often fear failure will cause a loss of face, that they will face threats and sanctions if they do not achieve their aim and that during negotiations they will face unfair tactics from the other side. Even as a sole negotiator with a practice, you may feel similarly as the consequences for you can be as critical as they are for experienced negotiators in industrial disputes.