Negotiating: Don’t Get Played How to Outsmart the Card Tricks and Magic Moves
- Mark Phebus
- Sep 7, 2024
- 2 min read
Updated: Oct 15, 2024
Contract negotiations between medical professionals and employers are a bit like a magic show—full of illusion, strategy, and the occasional disappearing act. Practitioners need to beware, the stage isn’t always set evenly. Sometimes, employers use sleight of hand to pull a fast one and conjure up an advantage. Here’s a rundown of their go-to tricks: deception, psychological manipulation, and pressure tactics.
1. Deception: Picture this as the “magic trick” of negotiations. Employers might pull a fast one by hiding important details or misrepresenting facts, like a magician making a rabbit disappear. It’s all about making you see what they want you to see while keeping the real issues hidden. Always ask for the full deck of details and do some sleuthing to ensure you’re not being dazzled by a disappearing act.
2. Psychological Manipulation: This is the art of casting spells on your emotions. Employers might use flattery, guilt-tripping, or play on your insecurities to enchant you into accepting their terms. It’s like being dazzled by a magician’s charm only to realize the trick wasn’t as impressive as it seemed. Keep your wits about you, don’t get lost in their magic tricks or emotional illusions, and stay focused on what’s truly best for you.
3. Pressure Tactics: Think of this as the ‘magician’s sleight of hand’ approach. Employers might rush you into making a decision with tight deadlines, threats, or by creating a sense of urgency. It’s like being told you need to choose a card quickly before the magic trick vanishes. Don’t let their fast moves make you rush. Take your time, review your options, and remember: there’s always another act in the show.
While negotiating should ideally be a fair and collaborative process, employers might try to use deception, psychological manipulation, and pressure tactics to tilt the scales in their favor. Don’t fall for their tricks. Keep your wits about you, use smart negotiation strategies, and keep your negotiation game strong.
Mark Phebus, Director of Optometric Consulting
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