Preparing for Contract Negotiations

Instructor John Allman
Product Id 800372

Overview: More and more the business of health care is to arrange for the provision of services through contractual arrangements with different types of providers, physicians, medical groups, clinics, hospitals and medical systems, health plans, and the government.
Usually before you reach a business agreement, you will need to negotiate. That is, sit down with other people that are parties to the agreement and hammer out the details of the contract.

The basis of any working relationship between health care organizations is the contract. The contract formalizes the relationship between the parties.

Contract negotiation is the process of give and take the parties go through to reach an agreement. A contract negotiation is any discussion, either in person or through electronic means, that has as its primary goal to come to a written agreement concerning a business matter.

Contracts are a tool to establish who, what, when and how a particular service or product will perform. The art of negotiation is nothing more than talking and reaching a common understanding of the duties of each party.Having a negotiation strategy going into contract negotiations is critical.

People negotiating a contract make it really more complicated and daunting than it really is. Most health care administrators and contract negotiators have never taken a formal course in negotiation. Most health plan contract negotiators are untrained and are unskilled in the art of negotiation, nor do they have any refined techniques in negotiation.

Most hospital administrators, physician practice administrators, and those who are charged with the responsibility for carrying out the negotiations are under the mistaken impression that the health plan negotiators have lots of data at their disposal and polished negotiation skills, and that they are no match for the health plans’ soldiers, tactics and strategies and therefore have no leverage.

The growing complexity of health care contracts has enhanced the need for clarity of purpose and negotiating skill as agreements are reached.

Why should you attend: Most health care administrators and contract negotiators have never taken a formal course in negotiation.

Most health plan contract negotiators are untrained and are unskilled in the art of negotiation. They generally do not have any refined techniques in negotiation.

Most hospital administrators, physician practice administrators, and those who are charged with the responsibility for carrying out the negotiations are under the mistaken impression that the opposite negotiators have lots of data at their disposal and polished negotiation skills, and that they are no match for the health plans’ soldiers, tactics and strategies and therefore have no leverage. This can lead to unnecessary conflict and disappointing results.

Areas Covered in the Session:
  • Provide an overview of the negotiation process
  • Discuss the Seven Steps to the Negotiation Process
  • Offer practice-proven negotiating tips
  • Talk about keys to success
  • Look at ways to evaluate contracts under negotiation
  • Discuss ways to develop and internal company policy and approach
  • Offer steps to better negotiation preparation

Who Will Benefit:
  • CEOs
  • CFOs
  • COOs
  • Department Directors
  • Any staff with contractual responsibilities
  • Training Options

     Duration: 60 Minutes  
  • Refund Policy
John Allman is a nationally known and respected health care professional. John has over 40 years of management experience in the hospital setting, home infusion and home medical equipment sectors. He has a thorough understanding of the challenges that face the health care industry and brings his experience to the table to help health care organizations successfully meet those challenges. And he is comfortable bringing his experience, knowledge and services to both the single location provider and the multi-million dollar national company.

John has been working with many companies nationwide in assisting in the areas of competitive bidding, HIPAA compliance and training, Business Metrics, Face-to-Face Evaluation Documentation, Managed Care Contracting and Fraud, Waste and Abuse Training.