How can you negotiate with physicians from cultures that value consensus and group decision-making?

Negotiating with physicians can be challenging, especially if they come from cultures that value consensus and group decision-making. These cultures tend to avoid direct confrontation, seek harmony and respect, and involve multiple stakeholders in the negotiation process. How can you adapt your negotiating and influencing skills to work effectively with physicians from these cultures? Here are some tips to help you.

1 Understand the cultural context

Before you start a negotiation, do some research on the cultural background, values, and norms of the physicians you are dealing with. Find out how they communicate, what they expect from you, and what they consider polite or rude. For example, some cultures may prefer indirect, subtle, or non-verbal cues, while others may appreciate clear, direct, or explicit messages. Some cultures may value relationships, trust, and rapport, while others may focus on facts, logic, and results. Some cultures may honor seniority, hierarchy, and authority, while others may encourage equality, participation, and feedback.

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Suvankar, Mridha

Head, Oncology at Medicover, India | Healthcare Leader | Transforming Cancer Care | Advocate for Accessible & Affordable Healthcare | Passionate about solving problems in healthcare
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I agree this would be challenging, but at the end of the day whether it is physician or an administrative staff, all of these team gets aligned to the organisational values and ethics. Respecting each physicians point of view, their experiences and also their way to look at this can be diversifying. But if I may say that it is not about negotiation it is about alignment and working in collaboration and choosing the best practice which is more better for the patient safety, clinical outcomes and brand image of the doctor or organisation plays a huge role, rest is secondary

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2 Build rapport and trust

One of the most important aspects of negotiating with physicians from consensus and group-oriented cultures is to establish rapport and trust. This means showing respect, empathy, and interest in their perspectives, needs, and goals. It also means avoiding any behavior that may offend, insult, or undermine them. For example, you can use appropriate greetings, titles, and gestures, listen actively and attentively, ask open-ended questions, and acknowledge their contributions. You can also share some personal information, stories, or anecdotes to create a connection and show your human side.

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3 Adapt your communication style

Another key factor in negotiating with physicians from consensus and group-oriented cultures is to adapt your communication style to suit their preferences and expectations. This means being flexible, responsive, and respectful in your verbal and non-verbal communication. It also means avoiding any communication that may be perceived as aggressive, rude, or arrogant. For example, you can use positive, polite, and diplomatic language, avoid interruptions or contradictions, and express your opinions or requests with tact and humility. You can also use silence, pauses, or gestures to signal your agreement, disagreement, or interest.

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4 Involve multiple stakeholders

One of the most common features of consensus and group-oriented cultures is that they involve multiple stakeholders in the negotiation process. This means that the physicians you are negotiating with may not have the final authority or decision-making power, and may need to consult with their colleagues, superiors, or subordinates before reaching an agreement. This also means that you may need to negotiate with more than one person, and may face different opinions, interests, or expectations from each of them. For example, you may need to identify the key influencers, gatekeepers, and allies in the group, and tailor your approach to each of them. You may also need to provide sufficient information, evidence, or incentives to persuade them of the benefits of your proposal.

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5 Seek win-win outcomes

One of the most desirable outcomes of negotiating with physicians from consensus and group-oriented cultures is to achieve a win-win solution that satisfies both parties. This means finding common ground, mutual interests, and shared values that can serve as the basis for a long-term and productive relationship. It also means being willing to compromise, collaborate, and cooperate to create value and synergy. For example, you can use creative problem-solving, brainstorming, or integrative bargaining techniques to generate multiple options, alternatives, or scenarios. You can also use positive reinforcement, recognition, or appreciation to motivate and encourage them to agree with you.

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Mika Väkeväinen

Business | B2B in High-Tech | Product Management ; growth, solutions, consulting | M.Sc. | Leader Auditor & Six Sigma Green belt
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In the group, different characteristics can be valued and, based on them, you can search for a balance. The goal is an equal zero sum, where everyone wins or there are no losers.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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William "Bill" Van Lente, MBA, PsyD

Organizational psychologist, consultant and leader, helping organizations and their people to achieve the future they desire by being the best they can be.
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I worked with a group of primary care physicians, along with their medical director, to identify and gain agreement on the scope of practice for a new quasi-urgent (retail like) clinic for a health system with 8 acute care hospitals and about three dozen clinics. It was to be the first of that type of clinic in the health system, yet the project had been stalled for six months due to lack of agreement on the scope of practice. I created what has become my "Vie of Consensus" C & SM, process and worksheet and we reached consensus over three meetings in about as many weeks, with data feedback in between meetings. The clinic opened and was well received by the community, reaching 150% of forecast in the first month.

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How can you negotiate with physicians from cultures that value consensus and group decision-making?

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3

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1 Understand the cultural context

2 Build rapport and trust

3 Adapt your communication style

4 Involve multiple stakeholders

5 Seek win-win outcomes

6 Here’s what else to consider

Working with Physicians

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How can you negotiate with physicians from cultures that value consensus and group decision-making?

1

2

3

4

5

6

1 Understand the cultural context

2 Build rapport and trust

3 Adapt your communication style

4 Involve multiple stakeholders

5 Seek win-win outcomes

6 Here’s what else to consider

Working with Physicians

Rate this article

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