3e. Negotiation Strategies for Practice Owners: Turning Tough Conversations into Stronger Outcomes
Tracks
Stream 5
| Saturday, May 23, 2026 |
| 13:15 - 14:00 |
Details
This interactive session gives practice owners the tools to lead critical conversations with clarity and confidence. Rooted in real-world healthcare experience and global negotiation methodology, it delivers immediately usable frameworks to help owners protect their position, improve profitability, and build sustainable agreements.
Key Learning Areas: - Understanding Power in Negotiation. Learn how to assess and apply power using BATNA, time pressure, and leverage principles. - Positions vs Interests. Discover how to shift the conversation from what people say they want to what they truly need—leading to better outcomes. - Leader & Summariser Approach. Improve results when negotiating as a team—whether with partners, landlords, or buyers. - Succession & Exit Conversations. Use structured negotiation to plan and communicate exits that protect both legacy and value.
Key Learning Areas: - Understanding Power in Negotiation. Learn how to assess and apply power using BATNA, time pressure, and leverage principles. - Positions vs Interests. Discover how to shift the conversation from what people say they want to what they truly need—leading to better outcomes. - Leader & Summariser Approach. Improve results when negotiating as a team—whether with partners, landlords, or buyers. - Succession & Exit Conversations. Use structured negotiation to plan and communicate exits that protect both legacy and value.
Speaker
Mr Gerry Mabarrack
Director
Mabarrack Business Solutions
Negotiation Strategies for Practice Owners: Turning Tough Conversations into Stronger Outcomes
13:15 - 14:00Biography
Gerry Mabarrack is a healthcare business expert with over 40 years’ experience spanning pathology, general practice management, and corporate advisory. A former senior negotiation consultant with Scotwork Australia, he now leads Mabarrack Business Solutions, helping GPs improve profitability, implement succession plans, and approach key business decisions with clarity and confidence. Gerry’s deep sector insight supports practice owners through advisory, business brokering, leasing, and greenfield developments. His session, Negotiation in General Practice, will equip you with practical tools to secure better deals and create win-win outcomes in everyday practice life.
