Negotiating is oftentimes an unpleasant but necessary aspect of running a business. Today, ambulatory surgery centers need to negotiate with hospital partners, payers and providers.
Here are 12 tips for more effective negotiating, according to a CBS Money Watch report:
1. Make your point first.
2. Don't try to fill silences.
3. Know what you want.
4. Go into the negotiation assuming that you will get what you want.
5. Avoid setting ranges of figures.
6. Only make concessions for a reason.
7. Avoid the temptation to say you have the final word and ultimate authority.
8. Never rush.
9. Ignore face value.
10. Give the other person room.
11. Forget about winning and losing.
12. Create a relationship.
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