How Open-Minded Are You About Negotiating Your Physician Contract?

The ideas for this article were shamelessly stolen (like a true artist) from Exactly What To Say by Phillip M Jones. If you’re a physician looking to improve your contract negotiation skills, I highly recommend giving it a read.

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Key Takeaways

✅ You think you're open-minded, right? So does everyone else.
✅ Your employer expects you to negotiate, but they won’t tell you that.
✅ The right question can change the entire conversation.
✅ If you don’t ask, you don’t get.

Do You Think You’re Open-Minded?

Let’s test that.

Would you be open-minded about earning $20,000 more per year just by asking?
Would you be open-minded about negotiating fewer call shifts so you actually have time for yourself?
Would you be open-minded about removing that non-compete clause that could trap you in a bad situation?

If your gut reaction is "Of course!", then why haven’t you asked for these things yet?

Why Most Physicians Don’t Negotiate (And Why That’s a Huge Mistake)

Most doctors say they’re open-minded, yet they never push back on their contract.

📌 Why?

• "I don’t want to seem greedy." (As if hospitals aren’t negotiating with insurance companies every day.)
• "I don’t want to lose the offer." (You won’t. They need you.)
• "I don’t know what’s negotiable." (Almost everything is.)

Your contract is not a “take it or leave it” situation. It’s an opening offer. If you don’t negotiate, you’re leaving money and freedom on the table.

The Question That Makes Employers WANT to Say Yes

Here’s a trick: Instead of making demands, ask open-minded questions.

🚨 “How open-minded would you be about adjusting my salary to match MGMA benchmarks?”
🚨 “How open-minded are you about reducing my call burden so I can maintain long-term productivity?”
🚨 “Would you be open to discussing the non-compete clause to make it more reasonable?”

📌 Why does this work?
✅ People like to think of themselves as open-minded - so they feel uncomfortable saying no.
✅ It removes pressure while still leading the conversation in your favor.
✅ It shifts the focus to discussion instead of rejection.

How to Negotiate Without Feeling Awkward

Still nervous? Here’s how to make negotiation feel natural.

📌 Step 1: Show you’re engaged, not demanding.
✅ Say: “I really love this opportunity, and I’m excited about joining the team. How open-minded would you be about discussing a salary adjustment?”

📌 Step 2: Use curiosity to your advantage.
✅ Say: “I noticed that similar positions in this region offer a signing bonus. How open-minded are you about adding that to my package?”

📌 Step 3: Frame it as a win-win.
✅ Say: “I know call coverage is important to the team. How open-minded are you about adjusting my schedule so I can provide high-quality care while maintaining balance?”

What Happens If They Push Back?

Most employers don’t say no outright. They hedge. They delay. They test if you’ll back down.

🚨 What they say:
❌ “That’s just our standard contract.”
❌ “We don’t usually negotiate salaries.”
❌ “I’d have to check with administration.”

🚨 What you say:
✅ “I understand. How open-minded would you be about making an exception in this case?”
✅ “I hear you. But would you be willing to reconsider given my experience?”
✅ “Totally get it. Can we at least explore some flexibility in other areas?”

Notice what’s happening?

• You’re not backing down.
• You’re keeping the conversation going.
• You’re making them feel like saying yes is the logical next step.

If You Don’t Ask, You Don’t Get

You probably consider yourself open-minded.

So here’s one last question for you:

💡 How open-minded are you about negotiating a contract that actually works for you?

Because if you don’t ask, you’ll never know what was possible.