Negotiating Change
Healthy and Unhealthy Fears - An Action Plan

To change from a victim into a volunteer we have to develop and implement an action plan that clearly educates the pay or about the value of our service.

One way we can do this is by becoming aware of our fears.

There are two kinds of fear healthy and unhealthy.

Some examples of healthy negotiating fears are:

• "Am I adequately prepared for my contract meeting?"
• "Do I know the right questions?"
• "Do I know how to clearly explain the value of the physicians I represent?"
• "Is everyone on my team on the same page?"

Some examples of unhealthy negotiating fears are:

• "Will looming changes in Medicare affect my ability to sell my providers?"
• "Are my negotiating skills hampered the way things have always been done around here?"

Fears that motivate us to prepare for success are good.

Fears that prevent us from coming up with creative solutions, and keep us in victim hood have to go.

Realizing that we have no control over medicare reform or or payors reaction to it will automatically reduce our fear. To reduce it further we must enter our contract negotiations with a well developed value proposition that both educates our payor/s as to the true value of our provider’s service at the same time it relaxes us because we know we are prepared.

© 2005 Garrison Wynn

Garrison Wynn is a nationally known speaker, trainer, and consultant. He is the president and founder of Wynn Solutions, specializing in turning talent into performance.