Leading Greats #9

Hello Friends,

Thank you for reading - Leading Greats!

This is where I bring reflections from my wealth of knowledge and experience in healthcare and leadership incorporating well-being, plus new innovations.

I hope that you benefit from this information if even in some small way.

I appreciate your support!!

Thank YOU for being GREAT!

May is Mental Health Awareness Month.

This is a great time to consider self-care for body, mind, and spirit.

This is also a great time to support others, and to gain support.

It has been another week of interesting conversations, discoveries, and breakthroughs…

You don’t get what you deserve in life, you get what you negotiate

I have been in some dynamic Negotiations recently

Negotiations of the Distributive nature are more transactional such as the purchase of a car.

Integrative negotiations have more components to consider. These show up in business and in all parts of life.

By creating value, exchanging value, and claiming value while maintaining a collaborative yet competitive negotiation leads to greater success for all.

If you want Successful Outcomes  => research supports that these are the -

 Top 10 Negotiation Skills to master:

1. BATNA, AKA = Best Alternative To a Negotiated Agreement. Before going into any negotiation, it is wise to be aware of your BATNA. Your greatest power in negotiation may be in your courage to walk away and seek another deal.

2. Plan the Process of Negotiation. Not all parties will have the same idea or understanding of how the negotiation process will go. Be sure to agree upon the where, when, what, how, and who will be involved in the negotiation - in advance. This allows greater focus in real time.

3. Build Rapport. Creating rapport in advance of negotiations can boost collaboration with your counterparts and enhance the likelihood of reaching an agreement. Master this one skill above all others in negotiation.

4. Actively Listen. Many people are too concerned about having the next best thing to say, they get distracted in negotiations, and they often do not listen actively. By actively listening it is good to paraphrase what you understood was said for clarification. By doing this you can gain more valuable information to negotiate with.

5. Ask Better Questions. Avoid all Yes or No questions or those that could easily be answered by one word. It is better to create open-ended questions that lead to more information being shared. Ex.: “Please explain the details, struggles, etc.?”.

6. Seek Desired Tradeoffs. Aim at identifying issues that matter deeply to your counterpart and issues that you care less for. Maximize on having multiple issues present so both parties gain what they want from negotiation.

7. Watch for Anchoring Bias. The first number in a negotiation places influential power (the anchor) on the following negotiation. By being first to make the offer(s) can position the negotiations in your desired direction. In all negotiations your BATNA is your guide, keep this in mind if you are not leading the offer.

8. Reveal MESOs. AKA = Multiple Equivalent Offers Simultaneously. By offering options you can ask your counterpart what they prefer from the options, getting rationale helps. Next fine tune the offer so that both parties gain value in receiving something they both want. If only one offer, chances of no deal increase. Multiple offers = increased chance of realizing value. This approach allows creativity.

9. Ask for Contract Contingencies. When offers seem too bold to be realized as promised try asking for a delivery date of promised services from the other party. Ex: if goods/services fall short of agreed upon completion date - discounts apply. If the other party is confident they can deliver - this should go forward without hesitation.

10. Plan for Milestones of completion. For any long-term agreement it helps to keep track of progress with milestone agreements. This may include how often you will meet again to review progress and deliverables. You can agree to renegotiate if notable deviations from plan are discovered. PLUS be sure to include a resolution solution such as a clause for mediation or arbitration should conflict arise. Keep this business wise should conflict occur.

Reference: Harvard Law School - Negotiation

I have coached numerous courageous leaders in negotiation strategies for success. 

It has been a pleasure to see otherwise uninterested-unrelated parties come together and bond over creating value and reaching good outcomes for all parties involved.

Successful Negotiations Build Bridges!

[Photo taken of The Bay Bridge connecting San Francisco with Oakland, California]

Entrepreneurs report feeling lonely - they often work alone

Loneliness has been identified as an epidemic recently by the US Surgeon General.

The Side Hustle is going strong for other working professionals also.

Here are a FIVE Steps to take to avoid feeling isolated and lonely:

1. Connect with aspirational Leaders and Entrepreneurs. You are not the only one out there striving to accomplish goals. Maybe all you need is encouragement from other positive people to make it along with shared paths and experiences.

2. Take lessons from Rejection. Anyone who is successful and surely for those of self-made wealth - they all faced rejection. Accept feedback both positive and negative and learn to differentiate between fair criticism and noise.

3. Find Internal Motivation from Adversity. External motivations increase negative emotions in the face of rejection. While internal motivations help handle perceived rejection with increased feelings of worthiness. Be open to being internally motivated.

4. Self-care as a priority. You need to feel cared for emotionally, physically, and mentally. Be sure to make and take time for activities such as hobbies that bring you joy. Self-care creates a space for better handling the pressures of entrepreneurship.

5. Get surrounded by the Right People. Inner circles provide more strength than the diluted masses. Align with like-minded others that are taking action, accomplishing goals, and pursue a growth mindset. Find a mentor in your industry who will understand your challenges, failures, and successes. Those are the insights what will positively impact your journey.

Life should not be all an uphill journey.

Healthcare  EHR challenges incur costs

Oracle and VA renegotiate $10B contract = increased accountability from Cerner

Electronic Health Records constraints are one of the bigger challenges for clinicians, doctors and nurses - leading them to leave their roles, and professions - ultimately creating a dire shortage of healthcare providers.

As of a press release on May 16, 2023 from the US Senate Committee on Veteran’s Affairs Oracle Cerner will have to pay “monetary credits” (AKA - fines) if the Cerner EHR system does not meet the agreed to requirements.

The Veterans Health Administration (VHA) is the largest integrated healthcare system in the United States.

This increases the accountability from Cerner for the troubled VA EHR System.

This announcement follows the decision by the VA to halt the original vast-scale EHR System rollout to additional facilities - beyond the current only five VA medical facilities.

The world needs more Great Leaders!

Leadership is not something people are born with - but it is a skill that can be developed.

I had the pleasure of speaking with Alex Brogan this week.

Alex is the Go To Market head of a Series A B2B start up Zipline.

They are aimed at tackling some of the most pressing challenges in healthcare today.

There are many great innovations in the healthcare space these days.

It is no coincidence that Alex holds his title for this company.

He also happens to write personal content otherwise that reaches ~ half a million subscribers on Twitter, and over 124k followers on linkedin.

https://www.linkedin.com/in/alex-brogan/

As part of the definition for leadership is someone who communicates and engages effectively - Alex Brogan fills the description for leadership.

I personally enjoy the writing work that Alex does.

Having a following of such size is leading!

That is all - for this issue - of Leading Greats!

I hope that you got something of benefit here - Thank You for your support!

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Til next time - Keep it Great,

Ronnie

Transformational Leadership Coach | Healthcare Leader | Advisor

• I help transform limiting beliefs - lead with increased engagement, effectiveness, and well-being.

https://www.linkedin.com/in/ronniekinseymba/

• Reach out to schedule a call to inquire about my work @ ronniekinsey.net