The last five years have seen a sharp increase in CRNA/nurse anesthesiologist compensation. Organizations looking to decrease costs have realized they can staff multiple ORs with CRNAs/nurse anesthesiologists without the expense of multiple physician anesthesiologists. This has driven up demand for CRNAs/nurse anesthesiologists, allowing them to command higher and higher rates. While the spike may be leveling out, CRNAs/nurse anesthesiologists remain among the highest-earning advanced practice providers.
However, that doesn’t mean CRNAs/nurse anesthesiologists can simply “name their price.” As with all healthcare providers, contract negotiations involve agreements on base compensation, bonuses, benefits, time off, scheduling, non-compete clauses, and more.
Several factors influence the terms of a CRNA/nurse anesthesiologist’s contract, including the practice setting, location, and level of experience. However, the principles of negotiation remain the same. CRNAs/nurse anesthesiologists entering a contract negotiation must:
- Clearly define their goal—What do you want out of the negotiation, and what is most important?
- Know their best alternative to the negotiated agreement (BATNA)—If you walk away, what is your best option?
- Be prepared to handle objections—Employers rarely say “yes” to every request, so be ready to respond.
1. Defining Your Goal as a CRNA
It’s one thing to know how much you want to earn, but the amount you ask for should be based on market data. CRNAs/nurse anesthesiologists should research CRNA compensation national and regional compensation trends to understand their value in the marketplace.
In addition to base salary, other contract elements to consider include:
- Recruitment incentives and signing bonuses
- Productivity-based bonuses
- Health benefits and retirement contributions
- Paid time off (PTO) and schedule flexibility
- Non-compete clauses
Understanding these factors helps you negotiate effectively, ensuring you know what you want and where you are willing to compromise.
2. Knowing Your Best Alternative
BATNA refers to your best alternative if you walk away from the negotiation. In many cases, CRNAs/nurse anesthesiologists have strong leverage due to high demand.
During the pandemic, contract rates for CRNAs/nurse anesthesiologists increased significantly, reaching levels close to those of employed physician anesthesiologists. This forced organizations to offer higher salaries to retain permanent CRNAs/nurse anesthesiologists rather than paying even higher contract rates.
While the organization’s hiring needs influence negotiation strength, CRNAs/nurse anesthesiologists often have many job options available. AANA Motion, the map-based career exploration tool, shows an abundance of opportunities, strengthening your position.
That said, it’s also important to consider the employer’s BATNA. If the organization has other candidates waiting, they may be less flexible with your requests. Understanding both sides’ alternatives can help you gauge your leverage.
3. Handling Objections
Even with high demand, employers rarely say “yes” to everything. If they push back, how will you respond?
Tips for handling objections:
- Use market data: Present national median compensation figures for CRNAs/nurse anesthesiologists.
- Show industry comparisons: Provide documentation on PTO and schedule flexibility at other organizations.
- Leverage competing offers: The strongest argument in negotiations is another job offer.
Even with strong arguments, some employers simply cannot meet certain requests. When this happens, consider alternatives. If higher salary isn’t possible, perhaps you negotiate for more PTO or a signing bonus.
Final Thoughts: The Art of Negotiation
Negotiating a CRNA/nurse anesthesiologist contract is a nuanced process that goes beyond salary. Understanding your goals, knowing your BATNA, and preparing for objections with concrete data are crucial.
The demand for CRNAs/nurse anesthesiologists provides significant leverage, but successful negotiation requires more than recognizing this advantage. It demands thorough preparation, clear communication, and strategic flexibility.
By approaching contract negotiations with a well-defined strategy, CRNAs/nurse anesthesiologists can secure contracts that not only meet financial expectations but also align with professional and personal goals.
If you are seeking a new CRNA job, AANA Motion is the official career platform of the American Association of Nurse Anesthesiology. It allows you to see all the relevant practices in your preferred area, so you can target your job search.
If you prefer a more personalized recruitment assistance, reach out to the team at Jackson Physician Search–the only recruitment firm endorsed by the AANA.