Negotiation Skills for Physicians: Why It Feels So Uncomfortable with Dr. Lee Sharma | Ep44
What if the real reason negotiation feels heavy for physicians isn’t the topic itself, but that we were never trained for it, and we’ve been taught to villainize instead of understand?
In this episode of Better Physician Life, Dr. Michael Hersh sits down with Dr. Lee Sharma, a practicing OB/GYN with nearly 30 years in private practice and a Master’s in Conflict Resolution. Together, they unpack why doctors are comfortable with life-and-death decisions but freeze when negotiating contracts, protected time, or boundaries. Dr. Sharma explains the destructive role of villainization, how we create stories with heroes and villains that shut down curiosity, damage relationships, and block real solutions.
They discuss practical mindset shifts: moving from “winning versus losing” to alignment, replacing compromise with shared goals, and getting crystal clear on what you actually want in your professional and personal life beyond just money and call.Â
This conversation is essential for any physician who has ever felt uncomfortable asking for what they need or who has walked away from a negotiation feeling drained rather than empowered.
About the Show:
Created for physicians who want more than clinical competence, Better Physician Life is a space for honest reflection, reinvention, and reclaiming purpose beyond the pager.
Hosted by Dr. Michael Hersh, each episode dives into the questions we didn’t learn to ask in training, offering tools and conversations to help you live and lead with intention.
Top 3 Takeaways:Â
-
Villainization Kills Curiosity and Collaboration: When we turn people or systems into villains, we stop asking questions and start confirming our own story. This creates shame, blame, and broken relationships. Instead, look for common ground, even if it's just one small thing you share, to shift from enemy to collaborator.
- Negotiation is a Skill, Not a Personality Trait: Physicians are trained to advocate fiercely for patients but often feel guilty or uncomfortable advocating for themselves. Clarify exactly what you want. Not just “more money” or “better call”, including schedule details, support staff, technology, and daily workflow so you can negotiate with confidence and alignment.
- Move from Compromise to Alignment: Compromise often feels like a loss for everyone. Start negotiations from shared goals and alignment instead. This builds trust, fosters better long-term relationships, and helps create a practice and life that actually feel good at the end of the day.
Watch Now
