To begin with, the timing of discussions regarding compensation is very important. Employers with a healthy culture understand the importance of compensation, but they seek physicians with a broad view of the practice of medicine. Let compensation discussions arise naturally after some traction has been established with a prospective employer.
Further, it is wise to inventory verbal promises that have been discussed during the recruiting process. These promises need to make their way into the written employment agreement.
It follows that the truly important provisions in an Employment Agreement should be the focus of negotiations. Once the important terms are identified, do not cave to the first negative response from the employer. Reiterate the importance of adjusting the terms without being threatening. Of course, there may be occasions to simply relent. At the end of the day, a physician does not need to enter into an unfair agreement, nor do they need to walk away from their best opportunity over minor disagreements.