Contract Negotiation Skills: A Workshop for Women in Medicine

Abstract

Introduction: Contract negotiation is a high-stakes interaction, yet most physicians are never taught negotiation skills. Studies suggest that women, as compared with men, display a lower propensity to initiate negotiations and negotiate less competitively, highlighting a need for training to help level the playing field for female physicians. Methods: We devised a learner-centered workshop for female physicians that included a mini-didactic on negotiation principles, a question-and-answer time with a lawyer, an interactive role-play on contract negotiation style, and guided reflection. The workshop was intended for women in medicine from the level of medical student to full professor. The workshop was evaluated by pre-and postworkshop surveys with quantitative questions assessing perceived comfort with and knowledge of negotiation skills and strategies, as well as qualitative questions assessing lessons learned and areas for improvement. Results: After the workshop, participants (n = 34) reported significantly improved comfort with contract negotiation (p < .01) and with negotiation skills and strategies (p < .01). Through qualitative evaluation, we discovered that participants gained an appreciation for the self-advocacy in negotiation, as well as a better understanding of negotiation logistics. We also received positive feedback from participant comments, with most learners reporting that the topic was useful and worthwhile. Discussion: We believe that this workshop fills a gap in the literature regarding contract negotiation training for physicians while also helping to level the playing field with regard to female physicians and the gender pay gap.

The impact of virtual negotiation training for female faculty

“…However, we were heartened with the significant improvement in these metrics after taking our negotiation workshop. These findings are similar to those of Simone et al, who found that participants reported a significant improvement in their comfort with contract negotiation ( p < 0.01) and with negotiation skills and strategies ( p < 0.01) after their workshop [ 14 ].…”

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“…Given the high rates of successful negotiation, attention to this skill will help all TH trainees understand how to effectively negotiate for salary, benefits, and protected time. Workshops for female physicians, including virtual training, have led to significantly improved comfort with contract negotiations and negotiation skills and strategies 5 . Professional societies should be encouraged to incorporate workshops focused on negotiation and job preparation into annual meetings and trainee-specific events.…”

“…Workshops for female physicians, including virtual training, have led to significantly improved comfort with contract negotiations and negotiation skills and strategies. [5] Professional societies should be encouraged to incorporate workshops focused on negotiation and job preparation into annual meetings and trainee-specific events. Normalizing negotiation through established channels may empower trainees and improve equity in the job search process.…”

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“…Esto no ocurre en las MIPyMES. También se identifica como problema del éxito de las empresas MIPyMES a las bajas capacidades de negociación de los integrantes de las mismas, Simone et al (2020) comentan que la negociación es un tipo de discusión que se utiliza para resolver disputas y llegar a acuerdos entre dos o más partes. La negociación es un proceso de dar y recibir que da como resultado un compromiso en el que cada parte hace una concesión en beneficio de todos los involucrados pero que no se realiza de manera adecuada y en particular en las mujeres se adolece de estas habilidades.…”