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7 Elements of Successful Negotiations John A. Riherd Attorney at Law.

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Presentation on theme: "7 Elements of Successful Negotiations John A. Riherd Attorney at Law."— Presentation transcript:

1 7 Elements of Successful Negotiations John A. Riherd Attorney at Law

2 1. Know your objective   Identify short term and long term goals   Review your contract - understand ALL possible opportunities   Select the primary person and back up personnel to advance the negotiation   Know your "bottom line"   Remove emotion from your objectives and proposals

3 2. Make certain you know the financial impact of the payor's decision (past and future) 2. Make certain you know the financial impact of the payor's decision (past and future)   Have accurate numbers and projections   Know what the payor knows

4 3. Decide whether you are willing to continue business without this payor   Quantify the impact on your practice

5 4. Understand the payor   The most important customer is not the member nor the provider; it is the purchasers, and they want lower health care costs overall   How familiar with you are the payor's provider representatives?

6 4. Understand the payor (cont’d):   In a tougher economy, payors are looking to cut costs; focus is on market share and cost advantage over rivals   Has the payor gained or lost market share; if so, in what markets?   Payors are in the network business

7 5. Negotiate smartly:   Identify goals   Prepare   Take every negotiation seriously   Know key issues   Plan alternative scenarios

8 5. Negotiate smartly (cont’d):   Sell how you are different   Identify and support your position with data or demonstrate the ways you add value to your patients or the community   Explain how your patients are unique

9 6. Be respectful, but firm   Anticipate that you will need to go up the chain of command   The job of the initial provider relations person is defense

10 7. Try to identify an advantage for the insurer as well   Most payors are willing to work with you   Payors are always looking for ways to secure an advantage for themselves

11 Questions?

12

13 John A. Riherd Healthcare and Business Attorney Portland, OR


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