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Understanding the "rules" of negotiation is crucial, especially before you attempt to break them. The first rule of negotiation is to know your counterpart. As a relief veterinarian, you might be negotiating with a practice manager or HR. Before entering negotiations, consider their perspectives and potential concerns. This understanding will help you present your case effectively.

The Steps of Negotiation

The mechanics of negotiation involve several steps. 

After an interview, you'll receive an initial offer. 

This is typically followed by a period of rebuttal and clarification, leading to further discussion and possibly a counteroffer. 

The process concludes with either acceptance or rejection.

Different Negotiation Techniques

Several negotiation techniques may be beneficial. 

Widening the pie

Widening the pie involves expanding the negotiation's scope to create a more favorable outcome for both parties. For example, if you are offered $150 per hour, but you want $175, the clinic may agree to pay the higher rate if you perform surgeries during your shifts. This way, the clinic increases its revenue, and you receive a higher pay.

BATNA (Best Alternative To a Negotiated Agreement)

Another technique is BATNA (Best Alternative To a Negotiated Agreement), where you propose an alternative solution if the clinic can’t meet your initial demands. It's about not showing all your cards at once to maintain negotiation leverage. Making the first offer can also be beneficial, especially for women, as research has shown.

Establishing a culture of continuous feedback is crucial. This might involve asking for and offering feedback throughout your relief contract. It's not a formal review, but rather an ongoing communication that creates room for negotiation points.

Making Your Negotiation a Success!

Preparation, strategy, and practice are key to successful negotiation. Gather data on standard relief rates in your area and understand your value proposition to the clinic. Strategize about the best way to approach the conversation, whether it's via phone or email. Practice to increase your comfort level with negotiation; you can even record yourself or practice in informal settings like a flea market.

Before entering negotiations, consider your mindset. Reflect on your beliefs about money and negotiation, your emotional reactions to negotiation, and your past experiences. Understanding your emotions beforehand can greatly improve your negotiation outcomes.

Your value proposition, which entails your offerings and how you communicate them, can be challenging to define. However, understanding your value as a relief vet is critical for successful negotiations.

Starting as a relief vet can be challenging, but platforms like Relief Rover provide access to clinics across the USA looking for relief professionals, making it easier to get started.

Want more in-depth info? See our extensive CE catalog in Hound Collective: a community built by and for vet med. Join the community and get access to this course and the full library of 20+ courses.