The Morality of Negotiation: A Dance of Ethics and Strategy

Negotiating medical contracts can be compared to a complex dance performance. Every move, step, and rhythm needs to be in sync to ensure a graceful and mutually beneficial outcome. Here’s how to master the dance of negotiation with ethical finesse:

1. Transparency and Honesty: Just like starting a dance with a clear and confident step, transparency is key. Employers should reveal the full choreography—responsibilities, growth opportunities, and any tricky steps. You  should also be upfront about your skills and career goals. Concealing information is like stepping on each other’s toes—it disrupts the flow and creates friction. A well-executed opening move sets the stage for a smooth performance.

2. Fair Compensation: In a dance, both partners need to be in sync for the routine to shine. Fair compensation is like ensuring both dancers are evenly matched in skill and commitment. Employers should offer salaries that reflect the practitioner’s experience and the industry standards. You should aim for terms that are fair but not excessively demanding. When both parties are well-matched, the dance—aka the negotiation—flows effortlessly.

3. Work-Life Balance: Maintaining a good rhythm is essential to a successful dance. Employers need to set reasonable working hours and support a healthy work-life balance, much like ensuring the pace of the dance is comfortable for both partners. You should also negotiate terms that allow you to maintain a good rhythm in your personal life. Overloading the schedule can throw off the tempo, making the performance less enjoyable for everyone.

4. Mutual Respect and Good Faith: Respect and good faith are like the harmony between dance partners. Employers should avoid using their position to impose unfair terms, while practitioners should avoid aggressive negotiation tactics. Both should approach the negotiation as a cooperative dance, where each step and turn is made with consideration and mutual respect. Dancing with integrity ensures that both parties enjoy the performance and stay in sync.

5. Long-Term Relationship Building: The ultimate goal of any negotiation is a standing ovation—a successful and sustainable partnership. Employers should invest in their associate’s development and create a positive work environment. You should view negotiations as a chance to build a long-term relationship rather than a one-time performance. Short-term gains at the expense of long-term harmony are like an awkward finale—unmemorable and off-putting.

In conclusion, approaching contract negotiations as a well-choreographed dance—marked by transparency, fairness, respect, and long-term collaboration—ensures a performance that leaves both parties applauding. For more tips on perfecting your negotiation routine, visit Negotiwise.com and keep dancing towards a successful partnership!

Mark Phebus, Director of Optometric Consulting

www.Negotiwise.com