What People Still Get Wrong About Negotiations
Negotiation is a crucial skill for veterinary professionals, whether you're discussing salary, vendor contracts, or client treatment plans. Yet, many still approach negotiations with misconceptions that can lead to unfavorable outcomes. Here’s what veterinary professionals often get wrong about negotiations—and how to fix it.
1. Thinking It’s Just About Money
Many assume negotiations are only about financial terms. In reality, negotiation encompasses job flexibility, benefits, continuing education allowances, and even clinic culture. Expanding your perspective allows for more creative and mutually beneficial agreements.
2. Avoiding Negotiation Out of Fear
A common mistake is avoiding negotiations altogether, often due to fear of rejection or conflict. However, not negotiating can result in lost opportunities and dissatisfaction. Approach negotiations as a conversation, not a confrontation.
3. Failing to Prepare Properly
Going into a negotiation without research is like performing surgery without diagnostics. Know industry standards, understand the other party’s priorities, and outline your own must-haves versus nice-to-haves. Preparation strengthens your position and increases confidence.
4. Talking Too Much and Not Listening Enough
Many professionals believe they need to dominate the conversation to “win.” In reality, effective negotiation involves active listening. Understanding the other party’s needs allows you to craft solutions that work for both sides.
5. Taking It Personally
Negotiations are business discussions, not personal attacks. Emotion-driven responses can derail conversations. Keep a professional, solutions-oriented mindset, even when facing pushback.
6. Thinking a ‘No’ Is the End
Rejection doesn’t mean the negotiation is over—it’s often an invitation to explore alternative solutions. Instead of walking away, ask open-ended questions like, “What would make this work for you?” to find a middle ground.
7. Neglecting the Power of Silence
Silence can be an effective tool. Many people rush to fill uncomfortable pauses with concessions. Instead, allow silence to create space for the other party to consider and respond to your proposals.
8. Not Practicing
Negotiation is a skill that improves with practice. Role-play scenarios with mentors or colleagues to refine your approach. The more you practice, the more comfortable and effective you become.
Mastering Negotiation for a Successful Career
Veterinary professionals who hone their negotiation skills can achieve better salaries, improved work conditions, and stronger business relationships. By avoiding these common pitfalls and embracing a strategic approach, you’ll be better equipped to advocate for yourself and your profession.
