1. THE ART OF SUCCESSFUL NEGOTIATING Reading Hospital and Medical Center - OB/GYN Department - March 17, 2006 Susan B. Orr, Esquire Tsoules, Sweeney & Martin, LLC Exton, PA 19341 Tel: (610) 423-4200 Fax: (610) 423-4201 e-mail: sorr@tshealthlaw.comsorr@tshealthlaw.com

2. 2 Copyright© 2006 Tsoules, Sweeney & Martin, LLC GOALS FORGET THE I WIN, YOU LOSE APPROACH TAKE THE WIN-WIN APPROACH: - BOTH PARTIES WIN AND FEEL GOOD -DEVELOP A SUCCESSFUL RELATIONSHIP WITH YOUR EMPLOYER

3. 3 Copyright© 2006 Tsoules, Sweeney & Martin, LLC BEFORE NEGOTIATING, KNOW: WHAT YOU WANT WHAT YOU ARE WILLING TO CONCEDE WHAT YOUR WALK-AWAY POINT IS KNOW WHO YOU ARE DEALING WITH

4. 4 Copyright© 2006 Tsoules, Sweeney & Martin, LLC KNOW WHAT IS IMPORTANT TO YOU COMPENSATION -SALARY -BONUS -VACATION TIME -DISABILITY WORKING CONDITIONS -HOURS / ON-CALL RESPONSIBILITY -HOSPITAL COVERAGE -MOONLIGHTING

5. 5 Copyright© 2006 Tsoules, Sweeney & Martin, LLC KNOW WHAT IS IMPORTANT TO YOU BENEFITS -MALPRACTICE (TAIL COVERAGE) -MCare ABATEMENT -HEALTH INSURANCE (SELF / FAMILY) -DISABILITY / LIFE INSURANCE -CELL PHONE -AUTOMOBILE EXPENSES CONTINUING MEDICAL EDUCATION -TIME OFF (1 WEEK) -ALLOWANCE ($1,500 - $2,000) -CERTIFICATION EXAMS

6. 6 Copyright© 2006 Tsoules, Sweeney & Martin, LLC DO YOUR RESEARCH BEFOREHAND! FIND OUT ABOUT THE PRACTICE -SIZE- # OF PROVIDERS -LOCATION- WITH WHOM WILL YOU -SPECIALTY MIX BE MEETING LOOK AT THE CURRENT MARKET -SALARY RANGE / BENEFITS -OTHER AVAILABLE OPPORTUNITIES -WHOS YOUR COMPETITION

7. 7 Copyright© 2006 Tsoules, Sweeney & Martin, LLC THE FIRST INTERVIEW BUILD RAPPORT BE HONEST : BE YOURSELF ASK THE RIGHT QUESTIONS LEARN ABOUT THE PRACTICE HOLD OFF ON NEGOTIATIONS

8. 8 Copyright© 2006 Tsoules, Sweeney & Martin, LLC BE IN CONTROL FACE YOUR FEARS -THEY WONT GIVE YOU WHAT YOU WANT YOU HOLD THE ULTIMATE POWER -SIGN AGREEMENT OR WALK AWAY ACT PROFESSIONAL, NOT SMUG BE CONFIDENT LISTEN AND PICK UP CUES

9. 9 Copyright© 2006 Tsoules, Sweeney & Martin, LLC LET THE GAME BEGIN! LET THE PRACTICE MAKE THE FIRST OFFER NEVER TAKE THE FIRST OFFER DONT TIP YOUR HAND DO NOT PRESENT YOUR WALK-AWAY POINT AS THE INITIAL OFFER IF OFFER IS UNREASONABLE, TELL THEM, BUT DONT COUNTER OFFER

10. 10 Copyright© 2006 Tsoules, Sweeney & Martin, LLC HOW DO I GET MY DESIRED SALARY? TALK ABOUT SALARY LAST SPEAK IN RANGES -DONT LOWBALL IF SALARY IS LESS THAN WHAT YOU WANT, CONSIDER: -BONUS / FUTURE SALARY -ASKING FOR ADDITIONAL BENEFITS AVOID SPLITTING THE DIFFERENCE $1,000,000 $ 750,000 $ 500,000 $ 250,000

11. 11 Copyright© 2006 Tsoules, Sweeney & Martin, LLC NOW THAT NEGOTIATING HAS BEGUN… LEAVE ROOM TO CHANGE YOUR POSITION THROW IN SOMETHING THEY WANT CONCEDE ITEMS THAT YOU DO NOT CARE ABOUT MAKE CONCESSIONS PROGRESSIVELY SMALLER, NOT LARGER CHOOSE YOUR BATTLES WISELY DO NOT MAKE UNREASONABLE REQUESTS

12. 12 Copyright© 2006 Tsoules, Sweeney & Martin, LLC ARE WE THERE YET? DO NOT RELY ON A HANDSHAKE VERIFY THE CONTRACT AGREES WITH THE NEGOTIATED TERMS CHECK THE DETAILS DO NOT BE AFRAID TO ASK FOR CHANGES