Saturday Morning Rounds March 23, 2019 - How to move others, when to start building your negotiation strategy

Posted by BossB, MD on April 1, 2019
BossB, MD
Saturday Morning Rounds
Saturday Morning Rounds
A weekly round-up of everything that captured our attention over the last 7 days.
What we're reading
To Sell Is Human: The Surprising Truth About Moving Others by Dan Pink. This is by far one of the best books on influence and communication that we've ever read. 1 in 9 Americans works in sales. And increasingly, so do the other 8, according to Pink. With very few exceptions, we're all in the business of moving other people to act - for a physician, that might mean getting a patient to lose weight or take the right amount of medication the right number of times a day. It might also mean convincing a program director to fund research, an administrator to consider adopting a parental leave policy, or a partner to switch a call shift. Or kids to do their homework. Or a significant other to take the kids on an outing so that you can have some quiet time. You get the idea.
Pink keeps the book rooted in scientific research and presents clear, actionable insights, such as:
  • The new ABCs of moving others (it's no longer "Always Be Closing")
  • Why extraverts don't make the best salespeople
  • Six successors to the elevator pitch (we actually use this in the "COMM 201" portion of our curriculum)
  • The three rules for understanding another's perspective
  • The five frames that can make your message clearer and more persuasive
Definitely worth a full read if you're looking to increase your knowledge and skills in the realm of moving others.
Who we're following
The American Medical Women's Association (@AMWA Doctors) is one of the oldest, if not the very oldest, organization that's focused specifically on #WomenInMedicine. Since 1915, they've been a clear voice and a consistent policy advocate for the issues most important to those they serve. We've had the pleasure of getting to know some of the leadership there, and can say that they've got an exciting vision for the future of the organization and its work. Looking forward to seeing what they do next!
BBMD tip of the week
Just this past week, a couple of individuals reached out to us at the 11th hour for some negotiation help. They've already got rapidly-expiring offers in their inboxes, and are worried they might be leaving a lot on the table. DON'T PUT YOURSELF IN THIS POSITION. If your counterpart is even halfway good at their job (and you want them to be, given that they'll likely be the one running the business side of your practice/department/hospital once you accept an offer), most of the negotiation will be over long before you ever see anything in writing.
A couple of these "fire drills" a week, however, isn't uncommon - we see this all the time. While we're still able to drive great results for clients in these situations, this is most definitely not the position from which you want to start learning, nor is it a position of power from which to negotiate. That being said, we understand that not everyone has the time or money to do our full coaching curriculum before they need it - so rather than just offering you some book recommendations and a pithy admonishment to think ahead, we designed a product for exactly this situation!
We've recorded all of the best parts of our "Negotiation" curriculum, optimized the exercises to be done at home, substantially dropped the price compared to our live coaching, and are in the process of polishing everything - which means that you can finally learn these skills whenever it is that you need them most, and do so at your own pace! We will officially launch our new course - "Negotiations: Mindset and Methodologies for Women Physicians" - in the next week or two, and are offering a $250 "Early Bird Discount" for anyone who purchases before the course goes live. Just use the code "BBMD_SATURDAYMORNINGROUNDS" at checkout.
Quote we're contemplating
“Be like Bob [the Builder]: Practice interrogative self-talk. Next time you’re getting ready to persuade others, reconsider how you prepare. Instead of pumping yourself up with declarations and affirmations, take a page from Bob the Builder and pose a question instead. Ask yourself: “Can I move these people?” As social scientists have discovered, interrogative self-talk is often more valuable than the declarative kind. But don’t simply leave the question hanging in the air like a lost balloon. Answer it—directly and in writing. List five specific reasons why the answer to your question is yes. These reasons will remind you of the strategies that you’ll need to be effective on the task, providing a sturdier and more substantive grounding than mere affirmation.” - Dan Pink
As always, please let us know your requests and suggestions on Twitter. Which bullet above is your favorite? What do you want more or less of? Just send a tweet to @BossB_MD and put #SaturdayMorningRounds in there so we can find it.
Have a wonderful weekend, all!