The Foundation of Effective Negotiations


Presented by Mark Talamini, MD at the SAGES 2014 Meeting; Panel – Career Development Symposium


Keyword(s): academic medical centers, agreement, Annals of Surgery, authoritative, BATNA, body language, bogey, calculate, Career Development Symposium, chair of surgery, chairman, consequences, dean, ethical, expected style, hospital bottom line, incentive, intelligence, interests, knowledge, long-term relationship, negotiations, non-verbal communication, opening position vs real position, positional negotiation, power, powerful tool, preparation, prepared, profitability numbers, relationship, SAGES 2014 scientific session& postgraduate courses, setting, silence, strategy, strongest argument first, surgeon contribution, threaten, walking away, win/win, written word

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