Contract Negotiation Skills: A Workshop for Women in Medicine
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 le...
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| Format: | Article |
| Language: | English |
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Association of American Medical Colleges
2020-06-01
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| Series: | MedEdPORTAL |
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| Online Access: | http://www.mededportal.org/doi/10.15766/mep_2374-8265.10910 |
| _version_ | 1819025662702256128 |
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| author | Amanda M. Simone Melissa Simone Lauren Block Nancy LaVine |
| author_facet | Amanda M. Simone Melissa Simone Lauren Block Nancy LaVine |
| author_sort | Amanda M. Simone |
| collection | DOAJ |
| description | 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. |
| first_indexed | 2024-12-21T05:14:15Z |
| format | Article |
| id | doaj.art-28a9667ce097437c86a438af416b9ea3 |
| institution | Directory Open Access Journal |
| issn | 2374-8265 |
| language | English |
| last_indexed | 2024-12-21T05:14:15Z |
| publishDate | 2020-06-01 |
| publisher | Association of American Medical Colleges |
| record_format | Article |
| series | MedEdPORTAL |
| spelling | doaj.art-28a9667ce097437c86a438af416b9ea32022-12-21T19:14:58ZengAssociation of American Medical CollegesMedEdPORTAL2374-82652020-06-011610.15766/mep_2374-8265.10910Contract Negotiation Skills: A Workshop for Women in MedicineAmanda M. Simone0Melissa Simone1Lauren Block2Nancy LaVine3General Internal Medicine Fellow, Department of Medicine, Donald and Barbara Zucker School of Medicine at Hofstra/Northwell; Physician, Internal Medicine, Allina HealthPostdoctoral Research Fellow, Department of Psychiatry and Behavioral Sciences, University of Minnesota Medical SchoolAssociate Professor, Department of Medicine, Donald and Barbara Zucker School of Medicine at Hofstra/NorthwellAssistant Professor, Department of Medicine, Donald and Barbara Zucker School of Medicine at Hofstra/NorthwellIntroduction 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.http://www.mededportal.org/doi/10.15766/mep_2374-8265.10910NegotiationWomen in MedicineContract NegotiationRole-PlayProfessional DevelopmentFaculty Development |
| spellingShingle | Amanda M. Simone Melissa Simone Lauren Block Nancy LaVine Contract Negotiation Skills: A Workshop for Women in Medicine MedEdPORTAL Negotiation Women in Medicine Contract Negotiation Role-Play Professional Development Faculty Development |
| title | Contract Negotiation Skills: A Workshop for Women in Medicine |
| title_full | Contract Negotiation Skills: A Workshop for Women in Medicine |
| title_fullStr | Contract Negotiation Skills: A Workshop for Women in Medicine |
| title_full_unstemmed | Contract Negotiation Skills: A Workshop for Women in Medicine |
| title_short | Contract Negotiation Skills: A Workshop for Women in Medicine |
| title_sort | contract negotiation skills a workshop for women in medicine |
| topic | Negotiation Women in Medicine Contract Negotiation Role-Play Professional Development Faculty Development |
| url | http://www.mededportal.org/doi/10.15766/mep_2374-8265.10910 |
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