Week 3: Discussion Part One
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You are a Family Nurse Practitioner (FNP) employed as a contact employee
in a busy primary care practice for two years. The providers in the group
include one physician, who is also the owner of the practice, and two other
nurse practitioners. The owner of the practice recently made comments about
the need to produce more revenue. You relate with his concerns and feel that
you have several strategies that could be helpful. Your contract is up for
renewal in three months. You are highly satisfied with your job and want to
stay in the group. You see 20 patients per day on average, and take call every
What negotiation strategies should you use to propose a contract renewal?
Use logical reasoning and provide evidence based rationales for your
decisions. Keep in mind that your negotiation terms and conditions must be
within the legal scope of practice for an ANP.
Some strategies that can be used to negotiate a contract would begin with first
getting organized. Organization is a necessary start for anything that may come
subsequently this includes a counter offer. Negotiation is an important tool used in both
personal and business aspects of life.
Boe (2012), indicates negotiation is one method to
help you effectively manage your time and resources. As an effective negotiator, you can
positively affect outcome of any decisions in which you may participate. Gruenberg (2015)
posited that the complex role that information plays in negotiation is reflected in the
prescription that while negotiators should share information about their interests, they
should not reveal their lowest acceptable outcomes or even their alternatives. View your
options through research and promote your assets. Then make a checklist of key terms that
will make way for further discussion into subjects such as conclusion from the company,
type of agreements, and revisions. Be ready to compromise on some of your demands. View
the contract and make sure it is what you agreed upon. Ask for a copy and highlight any
areas you suspect may need to be discussed or changed. During negotiation, ensure that
key strategies will be utilized to improve patient care and increase revenue. Catering to the
stake holder (s) is a great method to focus on during a negotiation. It’s not what “you” want
it’s what “they” want. For example, it’s a win-win situation for the practice if you are