Negotiation Archives - Wisdom. Applied. https://blog.weisspc.com/category/negotiation/ Wisdom Applied - Decoding the Business of Healthcare — Mark Weiss’s Perspective Thu, 13 Aug 2026 20:45:22 +0000 en-US hourly 1 183918279 You’re Not Negotiating What You Think You Are  https://blog.weisspc.com/physician-contract-negotiation-not-what-you-think/ https://blog.weisspc.com/physician-contract-negotiation-not-what-you-think/#respond Mon, 11 May 2026 16:11:43 +0000 https://blog.weisspc.com/?p=37102 Physician groups often believe they’re negotiating price when, in reality, they’re negotiating value, positioning, and long-term relationships. The groups that succeed understand that contracts aren’t commodity transaction, and that the outcome is shaped long before negotiations begin.

The post You’re Not Negotiating What You Think You Are  appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/physician-contract-negotiation-not-what-you-think/feed/ 0 37102 “You Can Trust Us” Is Not a Contract Term https://blog.weisspc.com/hospital-physician-contract-negotiation/ https://blog.weisspc.com/hospital-physician-contract-negotiation/#respond Mon, 09 Feb 2026 16:53:49 +0000 https://blog.weisspc.com/?p=36968 Time and again, physician group leaders, smart, experienced, and otherwise hard-nosed, regularly fall prey to a simple proposition when dealing with hospitals: “You can trust us.”

The post “You Can Trust Us” Is Not a Contract Term appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/hospital-physician-contract-negotiation/feed/ 0 36968 Cognitive Biases and Contracting https://blog.weisspc.com/negotiating-exclusive-hospital-contracts/ https://blog.weisspc.com/negotiating-exclusive-hospital-contracts/#respond Mon, 08 Dec 2025 18:01:29 +0000 https://blog.weisspc.com/?p=36452 When you’re negotiating for any agreement, any deal, especially one that is creating an ongoing relationship, which is the hot molten center of services agreements such as exclusive contracts, you not only want to, but you need to, play to human cognitive biases in establishing that relationship.

The post Cognitive Biases and Contracting appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiating-exclusive-hospital-contracts/feed/ 0 36452 Do You Know What Block Can’t be Pulled From the Deal? https://blog.weisspc.com/contract-building-blocks-healthcare/ https://blog.weisspc.com/contract-building-blocks-healthcare/#respond Mon, 13 Oct 2025 15:52:16 +0000 https://blog.weisspc.com/?p=36353 Contracts in healthcare are built like block towers—each deal-point matters. Remove the wrong one, and the entire structure may collapse.

The post Do You Know What Block Can’t be Pulled From the Deal? appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/contract-building-blocks-healthcare/feed/ 0 36353 Signaling During Medical Group Negotiations. Dogs and Humans Aren’t So Different. https://blog.weisspc.com/nonverbal-negotiation-signals/ https://blog.weisspc.com/nonverbal-negotiation-signals/#respond Mon, 06 Oct 2025 17:20:57 +0000 https://blog.weisspc.com/?p=36304 Dogs wag their tails. Humans do too—just not the same way. In negotiations, your counterpart is sending signals you might be missing. Learn how to spot the “tail tells,” control your own, and use them to your advantage.

The post Signaling During Medical Group Negotiations. Dogs and Humans Aren’t So Different. appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/nonverbal-negotiation-signals/feed/ 0 36304 Preparation Wins Games and Negotiations https://blog.weisspc.com/negotiation-preparation-healthcare/ https://blog.weisspc.com/negotiation-preparation-healthcare/#respond Mon, 29 Sep 2025 16:46:11 +0000 https://blog.weisspc.com/?p=36138 Most healthcare negotiations fail before they begin—because leaders don’t prepare. Learn how physician groups can approach contract talks like elite athletes: with strategy, rehearsal, and a winning mindset.

The post Preparation Wins Games and Negotiations appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-preparation-healthcare/feed/ 0 36138 What Might Be the No. 1 Mistake in Exclusive Contract and Stipend Negotiation. https://blog.weisspc.com/what-might-be-the-no-1-mistake-in-negotiations/ https://blog.weisspc.com/what-might-be-the-no-1-mistake-in-negotiations/#respond Mon, 30 Sep 2024 15:58:02 +0000 https://blog.weisspc.com/?p=31383 There is no such thing as static demand for services over a contract’s multi-year term, and it’s a fool’s bet, yet one many take, to believe that one can place a set value on total fair market value.

The post What Might Be the No. 1 Mistake in Exclusive Contract and Stipend Negotiation. appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/what-might-be-the-no-1-mistake-in-negotiations/feed/ 0 31383 7 Key Steps to Successful Hospital-Based Group Stipend Negotiations https://blog.weisspc.com/7-steps-to-successful-hospital-stipend-negotiation/ https://blog.weisspc.com/7-steps-to-successful-hospital-stipend-negotiation/#respond Mon, 09 Sep 2024 15:58:45 +0000 https://blog.weisspc.com/?p=31370 It’s no secret that hospital-based medical groups, particularly anesthesia and radiology groups, are experiencing significant trouble recruiting and retaining their professional staff due to increasing compensation demands combined with declining reimbursement.

The post 7 Key Steps to Successful Hospital-Based Group Stipend Negotiations appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/7-steps-to-successful-hospital-stipend-negotiation/feed/ 0 31370 Why You Must Know How Framing Changes Value – Podcast https://blog.weisspc.com/must-know-framing-changes-value-audio/ https://blog.weisspc.com/must-know-framing-changes-value-audio/#respond Thu, 08 Aug 2024 13:02:00 +0000 https://blog.weisspc.com/?p=31334 I'm going to share a secret with you today. There's no such thing as value. At least not in the fixed sense. In fact, value is as malleable as clay.

The post Why You Must Know How Framing Changes Value – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/must-know-framing-changes-value-audio/feed/ 0 31334 Financial Support to Anesthesia Groups https://blog.weisspc.com/financial-support-to-anesthesia-groups/ https://blog.weisspc.com/financial-support-to-anesthesia-groups/#respond Mon, 22 Jul 2024 14:42:49 +0000 https://blog.weisspc.com/?p=31277 In a very real sense, this is a trip down “experience lane” (it’s like “memory lane”, only better) to my work on behalf of clients in the 1980s as well as in the 2000s, when similar waves of stipend support washed funds from facilities to anesthesia groups...

The post Financial Support to Anesthesia Groups appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/financial-support-to-anesthesia-groups/feed/ 0 31277 Showing Up On Time and Negotiation – Medical Group Minute https://blog.weisspc.com/timeliness-as-negotiation-strategy-video/ https://blog.weisspc.com/timeliness-as-negotiation-strategy-video/#respond Wed, 24 Apr 2024 08:30:00 +0000 https://blog.weisspc.com/?p=30818 Don’t make the mistake of thinking that being late signals your importance or your power.

The post Showing Up On Time and Negotiation – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/timeliness-as-negotiation-strategy-video/feed/ 0 30818 Showing Up On Time and Negotiation – Podcast https://blog.weisspc.com/timeliness-as-negotiation-strategy-audio/ https://blog.weisspc.com/timeliness-as-negotiation-strategy-audio/#respond Thu, 18 Apr 2024 07:48:00 +0000 https://blog.weisspc.com/?p=30838 Don’t make the mistake of thinking that being late signals your importance or your power.

The post Showing Up On Time and Negotiation – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/timeliness-as-negotiation-strategy-audio/feed/ 0 30838 Why Winging It in Contract Negotiations Is for the Birds – Success in Motion https://blog.weisspc.com/why-winging-it-in-contract-negotiations-is-for-the-birds-sim/ https://blog.weisspc.com/why-winging-it-in-contract-negotiations-is-for-the-birds-sim/#respond Tue, 06 Feb 2024 08:34:00 +0000 https://blog.weisspc.com/?p=30224 Ride along with Mark and learn about the importance of preparing for contractual negotiation.

The post Why Winging It in Contract Negotiations Is for the Birds – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/why-winging-it-in-contract-negotiations-is-for-the-birds-sim/feed/ 0 30224 All That Glitters Isn’t Gold. Is Your Contract Merely Sparkly? – Medical Group Minute https://blog.weisspc.com/contract-pitfalls-medical-groups-video/ https://blog.weisspc.com/contract-pitfalls-medical-groups-video/#respond Wed, 24 Jan 2024 11:50:00 +0000 https://blog.weisspc.com/?p=30189 Not only is all that glitters not gold, shipping containers thought to contain nickel might just contain carbon steel.

The post All That Glitters Isn’t Gold. Is Your Contract Merely Sparkly? – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/contract-pitfalls-medical-groups-video/feed/ 0 30189 But What Price Does the Seller Pay? – Success in Motion https://blog.weisspc.com/price-seller-pays-sim/ https://blog.weisspc.com/price-seller-pays-sim/#respond Tue, 09 Jan 2024 12:19:00 +0000 https://blog.weisspc.com/?p=30084 Ride along with Mark as he discusses the price that every seller pays.

The post But What Price Does the Seller Pay? – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/price-seller-pays-sim/feed/ 0 30084 Why You Must Know This Stipend Negotiation Strategy: Think Like a Buyer Not a Seller – Medical Group Minute https://blog.weisspc.com/negotiation-strategy-think-like-a-buyer-video/ https://blog.weisspc.com/negotiation-strategy-think-like-a-buyer-video/#respond Wed, 20 Dec 2023 11:57:00 +0000 https://blog.weisspc.com/?p=30034 Would you buy what the other side is selling you?

The post Why You Must Know This Stipend Negotiation Strategy: Think Like a Buyer Not a Seller – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-strategy-think-like-a-buyer-video/feed/ 0 30034 All That Glitters Isn’t Gold. Is Your Contract Merely Sparkly? – Podcast https://blog.weisspc.com/contract-pitfalls-medical-groups-audio/ https://blog.weisspc.com/contract-pitfalls-medical-groups-audio/#respond Thu, 16 Nov 2023 11:11:00 +0000 https://blog.weisspc.com/?p=30198 Not only is all that glitters not gold, shipping containers thought to contain nickel might just contain carbon steel.

The post All That Glitters Isn’t Gold. Is Your Contract Merely Sparkly? – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/contract-pitfalls-medical-groups-audio/feed/ 0 30198 The Negotiations Have Already Started. You Just Don’t Know About It. – Success in Motion https://blog.weisspc.com/the-negotiations-have-already-started-sim/ https://blog.weisspc.com/the-negotiations-have-already-started-sim/#respond Tue, 03 Oct 2023 10:46:00 +0000 https://blog.weisspc.com/?p=30331 Take a seat while Mark takes advantage of the fact that you don’t know you’re already negotiating.

The post The Negotiations Have Already Started. You Just Don’t Know About It. – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/the-negotiations-have-already-started-sim/feed/ 0 30331 The Strategy of Power in Negotiations – Medical Group Minute https://blog.weisspc.com/the-strategy-of-power-in-negotiations-medical-group-minute-2/ https://blog.weisspc.com/the-strategy-of-power-in-negotiations-medical-group-minute-2/#respond Wed, 27 Sep 2023 08:26:00 +0000 https://blog.weisspc.com/?p=30300 You’re probably familiar, if not personally, then at least conceptually, with the notion of “F.U. money” – having enough money that you can simply walk away. That concept, whether you have the money or not, applies directly to your negotiation strategy.

The post The Strategy of Power in Negotiations – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/the-strategy-of-power-in-negotiations-medical-group-minute-2/feed/ 0 30300 A $15 Billion Lesson On Stipend Negotiations – Medical Group Minute https://blog.weisspc.com/a-15-billion-lesson-on-stipend-negotiations-video/ https://blog.weisspc.com/a-15-billion-lesson-on-stipend-negotiations-video/#respond Wed, 20 Sep 2023 09:53:00 +0000 https://blog.weisspc.com/?p=29948 We’ll take your $15 billion stipend, but as to those strings you put on it, “F*^%” you”.

The post A $15 Billion Lesson On Stipend Negotiations – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/a-15-billion-lesson-on-stipend-negotiations-video/feed/ 0 29948 A $15 Billion Lesson On Stipend Negotiations – Podcast https://blog.weisspc.com/a-15-billion-lesson-on-stipend-negotiations-audio/ https://blog.weisspc.com/a-15-billion-lesson-on-stipend-negotiations-audio/#respond Thu, 24 Aug 2023 10:05:00 +0000 https://blog.weisspc.com/?p=29950 We’ll take your $15 billion stipend, but as to those strings you put on it, “F*^%” you”.

The post A $15 Billion Lesson On Stipend Negotiations – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/a-15-billion-lesson-on-stipend-negotiations-audio/feed/ 0 29950 Why You Must Know This Stipend Negotiation Strategy: Think Like a Buyer Not a Seller https://blog.weisspc.com/negotiation-strategy-think-like-a-buyer/ https://blog.weisspc.com/negotiation-strategy-think-like-a-buyer/#respond Mon, 07 Aug 2023 13:00:00 +0000 https://blog.weisspc.com/?p=30022 Would you buy what the other side is selling you?

The post Why You Must Know This Stipend Negotiation Strategy: Think Like a Buyer Not a Seller appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-strategy-think-like-a-buyer/feed/ 0 30022 Emotions as Drivers of Contractual Relationships – Medical Group Minute https://blog.weisspc.com/emotions-as-drivers-of-contractual-relationships-video/ https://blog.weisspc.com/emotions-as-drivers-of-contractual-relationships-video/#respond Wed, 26 Jul 2023 08:12:00 +0000 https://blog.weisspc.com/?p=29940 Knowing how to develop emotion-based strategies and how to implement them are simply among the "combined arms" tools that medical groups must develop in order to thrive.

The post Emotions as Drivers of Contractual Relationships – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/emotions-as-drivers-of-contractual-relationships-video/feed/ 0 29940 Harnessing Human Drives in Negotiation – Medical Group Minute https://blog.weisspc.com/harnessing-human-drives-negotiation-video/ https://blog.weisspc.com/harnessing-human-drives-negotiation-video/#respond Wed, 28 Jun 2023 11:36:00 +0000 https://blog.weisspc.com/?p=29882 Watch what you are negotiating over - don't start a bidding war over nothing!

The post Harnessing Human Drives in Negotiation – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/harnessing-human-drives-negotiation-video/feed/ 0 29882 What “A Hamburger Today is Worth Less on Tuesday” Says About Managed Care Negotiation https://blog.weisspc.com/what-a-hamburger-today-is-worth-less-on-tuesday-says-about-managed-care-negotiation/ https://blog.weisspc.com/what-a-hamburger-today-is-worth-less-on-tuesday-says-about-managed-care-negotiation/#respond Mon, 15 May 2023 15:32:14 +0000 https://blog.weisspc.com/?p=29799 Wimpy, the character from the Popeye cartoon series (not just a hungry guy, but a talented economist), famously said, “I’ll gladly pay you Tuesday for a hamburger today.”

The post What “A Hamburger Today is Worth Less on Tuesday” Says About Managed Care Negotiation appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/what-a-hamburger-today-is-worth-less-on-tuesday-says-about-managed-care-negotiation/feed/ 0 29799 Do You Know When To Switch Negotiators? – Success in Motion https://blog.weisspc.com/when-to-switch-negotiators-sim/ https://blog.weisspc.com/when-to-switch-negotiators-sim/#respond Tue, 02 May 2023 18:40:45 +0000 https://blog.weisspc.com/?p=29758 Ride along with Mark as he discusses the importance of knowing when to change course.

The post Do You Know When To Switch Negotiators? – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/when-to-switch-negotiators-sim/feed/ 0 29758 A $15 Billion Lesson on Stipend Negotiations https://blog.weisspc.com/a-15-billion-lesson-on-stipend-negotiations/ https://blog.weisspc.com/a-15-billion-lesson-on-stipend-negotiations/#respond Mon, 24 Apr 2023 16:41:15 +0000 https://blog.weisspc.com/?p=29743 We’ll take your $15 billion stipend, but as to those strings you put on it, “F*^%” you”.

The post A $15 Billion Lesson on Stipend Negotiations appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/a-15-billion-lesson-on-stipend-negotiations/feed/ 0 29743 Are You Being Taken for a Ride? – Success in Motion https://blog.weisspc.com/are-you-being-taken-for-a-ride-sim/ https://blog.weisspc.com/are-you-being-taken-for-a-ride-sim/#respond Tue, 04 Apr 2023 11:19:00 +0000 https://blog.weisspc.com/?p=28630 Ride along with Mark as he discusses the importance of documenting all aspects of deals.

The post Are You Being Taken for a Ride? – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/are-you-being-taken-for-a-ride-sim/feed/ 0 28630 All That Glitters Isn’t Gold. Is Your Contract Merely Sparkly? https://blog.weisspc.com/contract-pitfalls-medical-groups/ https://blog.weisspc.com/contract-pitfalls-medical-groups/#respond Mon, 13 Feb 2023 17:25:43 +0000 https://blog.weisspc.com/?p=28524 Not only is all that glitters not gold, shipping containers thought to contain nickel might just contain carbon steel.

The post All That Glitters Isn’t Gold. Is Your Contract Merely Sparkly? appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/contract-pitfalls-medical-groups/feed/ 0 28524 Emotions as Drivers of Contractual Relationships – Podcast https://blog.weisspc.com/emotions-as-drivers-of-contractual-relationships-audio/ https://blog.weisspc.com/emotions-as-drivers-of-contractual-relationships-audio/#respond Thu, 26 Jan 2023 11:53:00 +0000 https://blog.weisspc.com/?p=28454 People can’t separate emotions from decision-making. They can lie about it and claim emotions are not a factor, but it’s frankly impossible for emotions not to be a major driver of decision-making.

The post Emotions as Drivers of Contractual Relationships – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/emotions-as-drivers-of-contractual-relationships-audio/feed/ 0 28454 But What Price Does the Seller Pay? https://blog.weisspc.com/but-what-price-does-the-seller-pay/ https://blog.weisspc.com/but-what-price-does-the-seller-pay/#respond Mon, 05 Dec 2022 17:09:33 +0000 https://blog.weisspc.com/?p=28301 Have you ever considered the price that you might pay, as the seller, in a deal?

The post But What Price Does the Seller Pay? appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/but-what-price-does-the-seller-pay/feed/ 0 28301 Being Liked Is Not the Goal of Negotiation – Podcast https://blog.weisspc.com/negotiation-respect-over-liking-audio/ https://blog.weisspc.com/negotiation-respect-over-liking-audio/#respond Thu, 01 Dec 2022 11:50:00 +0000 https://blog.weisspc.com/?p=28285 Did you think the goal of negotiation is to be liked? Try galvanizing respect.

The post Being Liked Is Not the Goal of Negotiation – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-respect-over-liking-audio/feed/ 0 28285 Do They Have the Power to Say Yes? – Medical Group Minute https://blog.weisspc.com/do-they-have-the-power-to-say-yes-video/ https://blog.weisspc.com/do-they-have-the-power-to-say-yes-video/#respond Wed, 16 Nov 2022 17:25:38 +0000 https://blog.weisspc.com/?p=28253 Make certain that you are negotiating with someone who has the power to say “yes” and not just “no.”

The post Do They Have the Power to Say Yes? – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/do-they-have-the-power-to-say-yes-video/feed/ 0 28253 Why Let Your Competitors Control Your Future? – Podcast https://blog.weisspc.com/why-let-your-competitors-control-your-future-audio/ https://blog.weisspc.com/why-let-your-competitors-control-your-future-audio/#respond Thu, 10 Nov 2022 12:00:00 +0000 https://blog.weisspc.com/?p=28236 You, not your competitors, control your future - why would you think otherwise?

The post Why Let Your Competitors Control Your Future? – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/why-let-your-competitors-control-your-future-audio/feed/ 0 28236 Control the Document to Control the Deal – Podcast https://blog.weisspc.com/control-the-document-to-control-the-deal-audio/ https://blog.weisspc.com/control-the-document-to-control-the-deal-audio/#respond Thu, 08 Sep 2022 11:00:00 +0000 https://blog.weisspc.com/?p=27888 In any negotiation, be the party to deliver the first draft and control the deal.

The post Control the Document to Control the Deal – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/control-the-document-to-control-the-deal-audio/feed/ 0 27888 Control the Document to Control the Deal – Medical Group Minute https://blog.weisspc.com/control-the-document-to-control-the-deal-video/ https://blog.weisspc.com/control-the-document-to-control-the-deal-video/#respond Wed, 31 Aug 2022 11:00:00 +0000 https://blog.weisspc.com/?p=27860 In any negotiation, be the party to deliver the first draft and control the deal.

The post Control the Document to Control the Deal – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/control-the-document-to-control-the-deal-video/feed/ 0 27860 Musical Administrator Chairs and Off-The-Record Side Deals – Success in Motion https://blog.weisspc.com/musical-administrator-chairs-off-the-record-deals-sim/ https://blog.weisspc.com/musical-administrator-chairs-off-the-record-deals-sim/#respond Tue, 09 Aug 2022 11:00:00 +0000 https://blog.weisspc.com/?p=27729 Ride along with Mark as he discusses the necessity of getting the entire deal in writing.

The post Musical Administrator Chairs and Off-The-Record Side Deals – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/musical-administrator-chairs-off-the-record-deals-sim/feed/ 0 27729 Who Are They Really? And Why it Matters for Any Negotiation or Relationship https://blog.weisspc.com/who-are-they-really-and-why-it-matters-for-any-negotiation-or-relationship/ https://blog.weisspc.com/who-are-they-really-and-why-it-matters-for-any-negotiation-or-relationship/#respond Mon, 08 Aug 2022 16:37:47 +0000 https://blog.weisspc.com/?p=27947 How much do you know about the people with whom you deal, their motivations, their interests, their pasts, their dreams, and where they think they are going?

The post Who Are They Really? And Why it Matters for Any Negotiation or Relationship appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/who-are-they-really-and-why-it-matters-for-any-negotiation-or-relationship/feed/ 0 27947 Why Contract Termination Provisions Are Like Highway Exits – Medical Group Minute https://blog.weisspc.com/why-contract-termination-provisions-are-like-highway-exits-video/ https://blog.weisspc.com/why-contract-termination-provisions-are-like-highway-exits-video/#respond Wed, 20 Jul 2022 11:00:00 +0000 https://blog.weisspc.com/?p=27622 Once in a while, you'll see a sign that says, “No Services Next 32 Miles,” and what do you know, there isn’t even an exit for 32 miles.

The post Why Contract Termination Provisions Are Like Highway Exits – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/why-contract-termination-provisions-are-like-highway-exits-video/feed/ 0 27622 Risky Business: Outsourcing Coding, Billing, Collection . . . but not Risk https://blog.weisspc.com/risky-business-outsourcing-coding-billing-collection-but-not-risk/ https://blog.weisspc.com/risky-business-outsourcing-coding-billing-collection-but-not-risk/#respond Mon, 11 Jul 2022 17:46:06 +0000 https://blog.weisspc.com/?p=27829 Data risk itself can be sliced like cold cuts: HIPAA risk, state confidentiality of medical information risk, credit card data risk, and so on.

The post Risky Business: Outsourcing Coding, Billing, Collection . . . but not Risk appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/risky-business-outsourcing-coding-billing-collection-but-not-risk/feed/ 0 27829 Have You Forgotten This Contract Termination Provision? https://blog.weisspc.com/have-you-forgotten-this-contract-termination-provision/ https://blog.weisspc.com/have-you-forgotten-this-contract-termination-provision/#respond Mon, 27 Jun 2022 15:36:08 +0000 https://blog.weisspc.com/?p=27782 A contract doesn’t have to govern only what happens during its term; it can govern what happens upon the end of the term.

The post Have You Forgotten This Contract Termination Provision? appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/have-you-forgotten-this-contract-termination-provision/feed/ 0 27782 What’s Your Business Horizon? – Podcast https://blog.weisspc.com/whats-your-business-horizon-podcast-2/ https://blog.weisspc.com/whats-your-business-horizon-podcast-2/#respond Thu, 23 Jun 2022 11:00:00 +0000 https://blog.weisspc.com/?p=27772 Like the visible horizon, the apparent line that separates the earth from the sky, your business horizon is directly tied to height.

The post What’s Your Business Horizon? – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/whats-your-business-horizon-podcast-2/feed/ 0 27772 Why Contract Termination Provisions Are Like Highway Exits – Podcast https://blog.weisspc.com/why-contract-termination-provisions-are-like-highway-exits-audio/ https://blog.weisspc.com/why-contract-termination-provisions-are-like-highway-exits-audio/#respond Thu, 26 May 2022 11:00:00 +0000 https://blog.weisspc.com/?p=27635 Once in a while, you'll see a sign that says, “No Services Next 32 Miles,” and what do you know, there isn’t even an exit for 32 miles.

The post Why Contract Termination Provisions Are Like Highway Exits – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/why-contract-termination-provisions-are-like-highway-exits-audio/feed/ 0 27635 Is Your Medical Group Built on the Quicksand of Deemed False Claims? https://blog.weisspc.com/medical-group-false-claims-risk/ https://blog.weisspc.com/medical-group-false-claims-risk/#respond Mon, 23 May 2022 14:00:00 +0000 https://blog.weisspc.com/?p=27696 All of your claims might have been deemed "false claims" subject to recoupment times a factor of 3...

The post Is Your Medical Group Built on the Quicksand of Deemed False Claims? appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/medical-group-false-claims-risk/feed/ 0 27696 Don’t Confuse the Map of a Healthcare Deal With the Actual Terrain – Success in Motion https://blog.weisspc.com/dont-confuse-map-of-healthcare-deal-with-actual-terrain-sim/ https://blog.weisspc.com/dont-confuse-map-of-healthcare-deal-with-actual-terrain-sim/#respond Tue, 29 Mar 2022 11:00:00 +0000 https://blog.weisspc.com/?p=27503 Ride along while Mark talks about the error of confusing the plan with the actual way a deal plays out.

The post Don’t Confuse the Map of a Healthcare Deal With the Actual Terrain – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/dont-confuse-map-of-healthcare-deal-with-actual-terrain-sim/feed/ 0 27503 The Strategy of Power in Negotiations – Podcast https://blog.weisspc.com/the-strategy-of-power-in-negotiations-podcast-2/ https://blog.weisspc.com/the-strategy-of-power-in-negotiations-podcast-2/#respond Thu, 03 Mar 2022 12:00:00 +0000 https://blog.weisspc.com/?p=27425 Listen to Mark discuss a topic that you’re probably familiar, if not personally, then at least conceptually, with the notion of “F.U. money” – having enough money that you can simply walk away. That concept, whether you have the money or not, applies directly to your negotiation strategy.

The post The Strategy of Power in Negotiations – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/the-strategy-of-power-in-negotiations-podcast-2/feed/ 0 27425 Why Contract Termination Provisions Are Like Highway Exits https://blog.weisspc.com/why-contract-termination-provisions-are-like-highway-exits/ https://blog.weisspc.com/why-contract-termination-provisions-are-like-highway-exits/#respond Mon, 24 Jan 2022 16:18:48 +0000 https://blog.weisspc.com/?p=27327 Once in a while, you'll see a sign that says, “No Services Next 32 Miles,” and what do you know, there isn’t even an exit for 32 miles.

The post Why Contract Termination Provisions Are Like Highway Exits appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/why-contract-termination-provisions-are-like-highway-exits/feed/ 0 27327 How Do You Know the Deal Is Real? – Success in Motion https://blog.weisspc.com/is-the-deal-real-sim/ https://blog.weisspc.com/is-the-deal-real-sim/#respond Tue, 11 Jan 2022 12:00:00 +0000 https://blog.weisspc.com/?p=27182 Sit back and relax as Mark discusses the problem with dealing with amateurs.

The post How Do You Know the Deal Is Real? – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/is-the-deal-real-sim/feed/ 0 27182 Do You Know This Key to Negotiation? – Podcast https://blog.weisspc.com/do-you-know-the-key-to-negotiation-audio/ https://blog.weisspc.com/do-you-know-the-key-to-negotiation-audio/#respond Thu, 06 Jan 2022 12:00:00 +0000 https://blog.weisspc.com/?p=27261 Do you know this key to negotiation? The key that will open the door to a done deal, a deal that delivers on your wants?

The post Do You Know This Key to Negotiation? – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/do-you-know-the-key-to-negotiation-audio/feed/ 0 27261 The Problem with Dealing with Amateurs – Success in Motion https://blog.weisspc.com/the-problem-with-amateurs-sim/ https://blog.weisspc.com/the-problem-with-amateurs-sim/#respond Tue, 28 Dec 2021 12:00:00 +0000 https://blog.weisspc.com/?p=27184 Sit back and relax as Mark discusses the problem with dealing with amateurs.

The post The Problem with Dealing with Amateurs – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/the-problem-with-amateurs-sim/feed/ 0 27184 Pacing Around Negotiation – Success in Motion https://blog.weisspc.com/pacing-around-negotiation-sim/ https://blog.weisspc.com/pacing-around-negotiation-sim/#respond Tue, 30 Nov 2021 12:00:00 +0000 https://blog.weisspc.com/?p=27107 Ride along with Mark as he discusses pace and agility as it relates to negotiating deals.

The post Pacing Around Negotiation – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/pacing-around-negotiation-sim/feed/ 0 27107 But Does the Deal Make Sense? https://blog.weisspc.com/does-healthcare-deal-make-sense/ https://blog.weisspc.com/does-healthcare-deal-make-sense/#respond Mon, 04 Oct 2021 16:30:54 +0000 https://blog.weisspc.com/?p=26996 These are forms of a question that, unfortunately, doesn’t seem to be asked that often in many healthcare deals.

The post But Does the Deal Make Sense? appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/does-healthcare-deal-make-sense/feed/ 0 26996 Are You Sure You Know Who’s Your Competition? https://blog.weisspc.com/are-you-sure-you-know-whos-your-competition/ https://blog.weisspc.com/are-you-sure-you-know-whos-your-competition/#respond Mon, 20 Sep 2021 13:00:00 +0000 https://blog.weisspc.com/?p=26590 Your real competition is an amateur, at least in your perception, someone who realizes that the pieces can be arranged another way, a way that cuts you off, a way that cuts you to the bone.

The post Are You Sure You Know Who’s Your Competition? appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/are-you-sure-you-know-whos-your-competition/feed/ 0 26590 Avoiding a Self-Defeating Negotiation Mistake – Medical Group Minute https://blog.weisspc.com/negotiation-pressure-tactics-physician-groups-video/ https://blog.weisspc.com/negotiation-pressure-tactics-physician-groups-video/#respond Wed, 07 Jul 2021 11:00:00 +0000 https://blog.weisspc.com/?p=24496 Have you ever allowed the negotiating rug to be pulled out from under you? Or even worse, have you helped the other side pull the negotiating rug from out under you?

The post Avoiding a Self-Defeating Negotiation Mistake – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-pressure-tactics-physician-groups-video/feed/ 0 24496 Envision Healthcare Sues UnitedHealthcare in Ongoing War of Attrition – Success in Motion https://blog.weisspc.com/envision-healthcare-sues-unitedhealthcare-in-war-of-attrition-sim/ https://blog.weisspc.com/envision-healthcare-sues-unitedhealthcare-in-war-of-attrition-sim/#respond Tue, 22 Jun 2021 11:00:00 +0000 https://blog.weisspc.com/?p=24587 Ride along with Mark as he discusses the everlong legal battle between two industry giants.

The post Envision Healthcare Sues UnitedHealthcare in Ongoing War of Attrition – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/envision-healthcare-sues-unitedhealthcare-in-war-of-attrition-sim/feed/ 0 24587 Avoiding a Self-Defeating Negotiation Mistake https://blog.weisspc.com/negotiation-pressure-tactics-physician-groups/ https://blog.weisspc.com/negotiation-pressure-tactics-physician-groups/#respond Mon, 03 May 2021 15:44:44 +0000 https://blog.weisspc.com/?p=24416 Have you ever allowed the negotiating rug to be pulled out from under you? Or even worse, have you helped the other side pull the negotiating rug from out under you?

The post Avoiding a Self-Defeating Negotiation Mistake appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-pressure-tactics-physician-groups/feed/ 0 24416 If You Want A Deal Bad Enough… – Success in Motion https://blog.weisspc.com/if-you-want-a-deal-bad-enough-sim/ https://blog.weisspc.com/if-you-want-a-deal-bad-enough-sim/#respond Tue, 27 Apr 2021 11:00:00 +0000 https://blog.weisspc.com/?p=24341 Ride along with Mark as he discusses the pitfalls of being all too focused on closing a deal, instead of closing a good deal.

The post If You Want A Deal Bad Enough… – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/if-you-want-a-deal-bad-enough-sim/feed/ 0 24341 Avoiding a Self-Defeating Negotiation Mistake – Success in Motion https://blog.weisspc.com/negotiation-pressure-tactics-physician-groups-sim/ https://blog.weisspc.com/negotiation-pressure-tactics-physician-groups-sim/#respond Tue, 24 Nov 2020 12:00:24 +0000 https://blog.weisspc.com/?p=19632 Ride along with Mark as he warns you about common self-defeating negotiation mistakes.

The post Avoiding a Self-Defeating Negotiation Mistake – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-pressure-tactics-physician-groups-sim/feed/ 0 19632 Negotiation Timing: Understanding Fast Transients – Success in Motion https://blog.weisspc.com/negotiation-timing-understanding-fast-transients-sim/ https://blog.weisspc.com/negotiation-timing-understanding-fast-transients-sim/#respond Tue, 27 Oct 2020 11:00:00 +0000 https://blog.weisspc.com/?p=19524 Ride along with Mark as he goes fast and slow and explains the importance of fast transients in negotiation.

The post Negotiation Timing: Understanding Fast Transients – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-timing-understanding-fast-transients-sim/feed/ 0 19524 The Business Lesson from The First Presidential Debate – Success in Motion https://blog.weisspc.com/the-business-lesson-from-the-first-presidential-debate-sim/ https://blog.weisspc.com/the-business-lesson-from-the-first-presidential-debate-sim/#respond Tue, 20 Oct 2020 11:00:00 +0000 https://blog.weisspc.com/?p=19514 Ride along with Mark as he lets you in on the most important business lesson from the first presidential debate.

The post The Business Lesson from The First Presidential Debate – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/the-business-lesson-from-the-first-presidential-debate-sim/feed/ 0 19514 Why You Want or Don’t Want an Arbitration Provision in Your Contract https://blog.weisspc.com/why-you-want-or-dont-want-an-arbitration-provision-in-your-contract/ https://blog.weisspc.com/why-you-want-or-dont-want-an-arbitration-provision-in-your-contract/#respond Mon, 19 Oct 2020 13:00:00 +0000 https://blog.weisspc.com/?p=19585 Let’s talk today about arbitration agreements in a contract setting. Why would you want one? Is it a tool to help you? Or is it a tool to be used against you?

The post Why You Want or Don’t Want an Arbitration Provision in Your Contract appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/why-you-want-or-dont-want-an-arbitration-provision-in-your-contract/feed/ 0 19585 What’s It Really Cost You? – Success in Motion https://blog.weisspc.com/whats-it-really-cost-you-sim/ https://blog.weisspc.com/whats-it-really-cost-you-sim/#respond Tue, 06 Oct 2020 11:00:00 +0000 https://blog.weisspc.com/?p=19379 Ride along with Mark as he discusses the true costs of our decisions.

The post What’s It Really Cost You? – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/whats-it-really-cost-you-sim/feed/ 0 19379 Why You Must Have a Bigger Future https://blog.weisspc.com/why-you-must-have-a-bigger-future/ https://blog.weisspc.com/why-you-must-have-a-bigger-future/#respond Mon, 28 Sep 2020 15:00:00 +0000 https://blog.weisspc.com/?p=19386 I’m usually urging people to think strategically in order to have bigger plans for their future — for their personal future and their business future.

Part of this is a projection of the way I think. But it’s also based on observation.

The post Why You Must Have a Bigger Future appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/why-you-must-have-a-bigger-future/feed/ 0 19386 Do You Have to Do the Deal So Badly You’ll Sue to Get It Done? – Success in Motion https://blog.weisspc.com/need-deal-so-badly-you-sue-to-get-it-sim/ https://blog.weisspc.com/need-deal-so-badly-you-sue-to-get-it-sim/#respond Tue, 22 Sep 2020 11:00:00 +0000 https://blog.weisspc.com/?p=19361 Ride along with Mark as he discusses the lengths taken by an iconic company to ensure a deal is done.

The post Do You Have to Do the Deal So Badly You’ll Sue to Get It Done? – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/need-deal-so-badly-you-sue-to-get-it-sim/feed/ 0 19361 Hospital Sues Medical Group. Medical Group Returns the Favor. Both Likely Lose – Podcast https://blog.weisspc.com/exclusive-contract-disputes-healthcare-audio/ https://blog.weisspc.com/exclusive-contract-disputes-healthcare-audio/#respond Thu, 11 Jun 2020 11:00:00 +0000 https://blog.weisspc.com/?p=16391 At first I couldn’t believe my eyes. It seemed like a plot from the old Divorce Court TV show. But no, it wasn’t a battle of the spouses over the failure of a marriage, it was a battle of a hospital and a medical group over what appears to be the failure of an exclusive anesthesia contract.

The post Hospital Sues Medical Group. Medical Group Returns the Favor. Both Likely Lose – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/exclusive-contract-disputes-healthcare-audio/feed/ 0 16391 The Strategy of Power in Negotiations https://blog.weisspc.com/the-strategy-of-power-in-negotiations/ https://blog.weisspc.com/the-strategy-of-power-in-negotiations/#respond Mon, 08 Jun 2020 14:48:43 +0000 https://blog.weisspc.com/?p=18913 You're probably familiar, if not personally, then at least conceptually, with the notion of "F.U. money" - having enough money that you can simply walk away.

The post The Strategy of Power in Negotiations appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/the-strategy-of-power-in-negotiations/feed/ 0 18913 This Is Why You Keep Screwing Yourself When Negotiating Deals – Podcast https://blog.weisspc.com/negotiation-mistakes-medical-group-deals-audio/ https://blog.weisspc.com/negotiation-mistakes-medical-group-deals-audio/#respond Thu, 04 Jun 2020 11:00:00 +0000 https://blog.weisspc.com/?p=18042 The problem, which can hardly ever be seen from inside the situational loop, is that you want, even need, to be liked. “Am I pushing too hard?” “What will they think?”

The post This Is Why You Keep Screwing Yourself When Negotiating Deals – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-mistakes-medical-group-deals-audio/feed/ 0 18042 This Is Why You Keep Screwing Yourself When Negotiating Deals – Medical Group Minute https://blog.weisspc.com/negotiation-mistakes-medical-group-deals-video/ https://blog.weisspc.com/negotiation-mistakes-medical-group-deals-video/#respond Wed, 20 May 2020 11:00:00 +0000 https://blog.weisspc.com/?p=18037 The problem, which can hardly ever be seen from inside the situational loop, is that you want, even need, to be liked. “Am I pushing too hard?” “What will they think?”

The post This Is Why You Keep Screwing Yourself When Negotiating Deals – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-mistakes-medical-group-deals-video/feed/ 0 18037 Hospital Sues Medical Group. Medical Group Returns the Favor. Both Likely Lose. – Medical Group Minute https://blog.weisspc.com/exclusive-contract-disputes-healthcare-video/ https://blog.weisspc.com/exclusive-contract-disputes-healthcare-video/#respond Wed, 22 Apr 2020 11:00:00 +0000 https://blog.weisspc.com/?p=16371 At first I couldn’t believe my eyes. It seemed like a plot from the old Divorce Court TV show. But no, it wasn’t a battle of the spouses over the failure of a marriage, it was a battle of a hospital and a medical group over what appears to be the failure of an exclusive anesthesia contract.

The post Hospital Sues Medical Group. Medical Group Returns the Favor. Both Likely Lose. – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/exclusive-contract-disputes-healthcare-video/feed/ 0 16371 This Is Why You Keep Screwing Yourself When Negotiating Deals https://blog.weisspc.com/negotiation-mistakes-medical-group-deals/ https://blog.weisspc.com/negotiation-mistakes-medical-group-deals/#respond Mon, 27 Jan 2020 14:00:00 +0000 https://blog.weisspc.com/?p=15722 It happens time after time. You're in the midst of negotiations for this deal or that.

You know that you should push for the points that are crucial. But then, you pull yourself back like a dog on a leash.

The post This Is Why You Keep Screwing Yourself When Negotiating Deals appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-mistakes-medical-group-deals/feed/ 0 15722 Why You Must Know This Negotiation Strategy: Think Like a Buyer Not a Seller – Podcast https://blog.weisspc.com/negotiation-strategy-think-like-buyer-audio/ https://blog.weisspc.com/negotiation-strategy-think-like-buyer-audio/#respond Thu, 19 Dec 2019 12:00:00 +0000 https://blog.weisspc.com/?p=15629 It is difficult to control human nature: The impulse, when dealing with a potential deal partner, to have the mindset of a seller.

The post Why You Must Know This Negotiation Strategy: Think Like a Buyer Not a Seller – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-strategy-think-like-buyer-audio/feed/ 0 15629 Marrying for Money – One Hospital’s Merger Urge Is Your Negotiating Lesson – Podcast https://blog.weisspc.com/hospital-merger-negotiating-lesson-audio/ https://blog.weisspc.com/hospital-merger-negotiating-lesson-audio/#respond Thu, 17 Oct 2019 11:00:14 +0000 https://blog.weisspc.com/?p=12281 Last fall, Milford Hospital, located in Milford, Connecticut, announced that it was exploring a merger with Bridgeport Hospital, part of Yale New Haven Health.

The post Marrying for Money – One Hospital’s Merger Urge Is Your Negotiating Lesson – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/hospital-merger-negotiating-lesson-audio/feed/ 0 12281 Why You Want or Don’t Want an Arbitration Provision in Your Contract – Success in Motion https://blog.weisspc.com/why-arbitration-provisions-in-contract-sim/ https://blog.weisspc.com/why-arbitration-provisions-in-contract-sim/#respond Tue, 17 Sep 2019 16:17:31 +0000 https://blog.weisspc.com/?p=11005 Why would you want one? How can they be used?

The post Why You Want or Don’t Want an Arbitration Provision in Your Contract – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/why-arbitration-provisions-in-contract-sim/feed/ 0 11005 Healthcare Deals and Breakup Fees – Success in Motion https://blog.weisspc.com/healthcare-deals-and-breakup-fees-sim/ https://blog.weisspc.com/healthcare-deals-and-breakup-fees-sim/#respond Tue, 27 Aug 2019 17:10:47 +0000 https://blog.weisspc.com/?p=10976 Breaking up a healthcare deal of any kind might be tough, but breakup fees can be used to compensate for a blown deal, and even prevent a breakup in the first place.

The post Healthcare Deals and Breakup Fees – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/healthcare-deals-and-breakup-fees-sim/feed/ 0 10976 Hospital Sues Medical Group. Medical Group Returns the Favor. Both Likely Lose. https://blog.weisspc.com/exclusive-contract-disputes-healthcare/ https://blog.weisspc.com/exclusive-contract-disputes-healthcare/#respond Mon, 19 Aug 2019 15:43:20 +0000 https://blog.weisspc.com/?p=10970 At first I couldn’t believe my eyes. It seemed like a plot from the old Divorce Court TV show. But no, it wasn’t a battle of the spouses over the failure of a marriage, it was a battle of a hospital and a medical group over what appears to be the failure of an exclusive...

The post Hospital Sues Medical Group. Medical Group Returns the Favor. Both Likely Lose. appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/exclusive-contract-disputes-healthcare/feed/ 0 10970 A Negotiation Tip: What’s His or Her Own Motivation? https://blog.weisspc.com/negotiation-tip-whats-his-or-her-own-motivation/ https://blog.weisspc.com/negotiation-tip-whats-his-or-her-own-motivation/#respond Mon, 08 Jul 2019 16:11:01 +0000 https://blog.weisspc.com/?p=10919 Here’s a great tool for your next negotiation with an entity, say with a hospital or even a healthcare system. Or with any business, for that matter. It’s motivation. Motivation in the context of negotiation. No, not your motivation, but figuring out the other side’s motivation. But with a different twist, of course. When you...

The post A Negotiation Tip: What’s His or Her Own Motivation? appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-tip-whats-his-or-her-own-motivation/feed/ 0 10919 But Does the Deal Make Sense? – Success in Motion https://blog.weisspc.com/does-the-deal-make-sense-sim/ https://blog.weisspc.com/does-the-deal-make-sense-sim/#respond Tue, 02 Jul 2019 16:46:19 +0000 https://blog.weisspc.com/?p=10909 Ride along with Mark as he discusses the importance of asking an often-forgotten question: Does the deal actually make sense?

The post But Does the Deal Make Sense? – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/does-the-deal-make-sense-sim/feed/ 0 10909 Who’s Your Competition? – Podcast https://blog.weisspc.com/whos-your-competition-podcast/ https://blog.weisspc.com/whos-your-competition-podcast/#respond Thu, 20 Jun 2019 16:48:00 +0000 https://blog.weisspc.com/?p=10893 Who’s your competition? The hospital five miles down the road?

The post Who’s Your Competition? – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/whos-your-competition-podcast/feed/ 0 10893 Why You Must Know This Negotiation Strategy: Think Like a Buyer Not a Seller – Medical Group Minute https://blog.weisspc.com/negotiation-strategy-think-like-buyer-video/ https://blog.weisspc.com/negotiation-strategy-think-like-buyer-video/#respond Wed, 05 Jun 2019 15:13:59 +0000 https://blog.weisspc.com/?p=10868 It is difficult to control human nature: The impulse, when dealing with a potential deal partner, to have the mindset of a seller.

The post Why You Must Know This Negotiation Strategy: Think Like a Buyer Not a Seller – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-strategy-think-like-buyer-video/feed/ 0 10868 Why You Want or Don’t Want An Arbitration Provision in Your Contract – Success in Motion https://blog.weisspc.com/why-arbitration-provisions-in-contracts-sim/ https://blog.weisspc.com/why-arbitration-provisions-in-contracts-sim/#respond Tue, 21 May 2019 16:51:08 +0000 https://blog.weisspc.com/?p=10620 Why would you want one? How can they be used?

The post Why You Want or Don’t Want An Arbitration Provision in Your Contract – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/why-arbitration-provisions-in-contracts-sim/feed/ 0 10620 Why You Must Know This Negotiation Strategy: Think Like a Buyer Not a Seller https://blog.weisspc.com/negotiation-strategy-think-like-buyer/ https://blog.weisspc.com/negotiation-strategy-think-like-buyer/#respond Mon, 20 May 2019 16:52:07 +0000 https://blog.weisspc.com/?p=10623 It sounds simple, but in reality, it’s very difficult. Difficult, that is, to control what appears to be a built-in human nature: The impulse, when dealing with a potential deal partner, to have the mindset of a seller. Let’s step back for a moment. Note that I said “mindset” to distinguish the concept of inner...

The post Why You Must Know This Negotiation Strategy: Think Like a Buyer Not a Seller appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-strategy-think-like-buyer/feed/ 0 10623 The Problem of Perception: Healthcare Collaboration – Medical Group Minute https://blog.weisspc.com/physician-hospital-collaboration-perception-video/ https://blog.weisspc.com/physician-hospital-collaboration-perception-video/#respond Wed, 08 May 2019 17:08:44 +0000 https://blog.weisspc.com/?p=10638 If collaboration really is the real thing, let the hospital design the deal, but the physicians control it.

The post The Problem of Perception: Healthcare Collaboration – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/physician-hospital-collaboration-perception-video/feed/ 0 10638 Marrying for Money – One Hospital’s Merger Urge Is Your Negotiating Lesson https://blog.weisspc.com/hospital-merger-negotiating-lesson/ https://blog.weisspc.com/hospital-merger-negotiating-lesson/#respond Mon, 08 Apr 2019 17:36:36 +0000 https://blog.weisspc.com/?p=10674 Last fall, Milford Hospital, located in Milford, Connecticut, announced that it was exploring a merger with Bridgeport Hospital, part of Yale New Haven Health. A week or so ago, Connecticut state legislators spoke in support of Milford’s request for required state approval of the merger, under the terms of which all of Milford’s employees would...

The post Marrying for Money – One Hospital’s Merger Urge Is Your Negotiating Lesson appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/hospital-merger-negotiating-lesson/feed/ 0 10674 Why You Must Understand the Intersection of Incentives and Negotiation Strategy – Podcast https://blog.weisspc.com/incentives-negotiation-strategy-healthcare-audio/ https://blog.weisspc.com/incentives-negotiation-strategy-healthcare-audio/#respond Thu, 07 Feb 2019 16:00:56 +0000 https://blog.weisspc.com/?p=10544 When most medical group leaders think about incentives, it’s usually in the context of structuring performance incentives for the group's physicians, or in the context of incentives that flow to the group; itself pursuant to contracts with payors or facilities.

The post Why You Must Understand the Intersection of Incentives and Negotiation Strategy – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/incentives-negotiation-strategy-healthcare-audio/feed/ 0 10544 Why You Must Understand the Intersection of Incentives and Negotiation Strategy – Medical Group Minute https://blog.weisspc.com/incentives-negotiation-strategy-healthcare-video/ https://blog.weisspc.com/incentives-negotiation-strategy-healthcare-video/#respond Wed, 12 Sep 2018 16:00:28 +0000 https://blog.weisspc.com/?p=9943 When most medical group leaders think about incentives, it’s usually in the context of structuring performance incentives for the group's physicians.

The post Why You Must Understand the Intersection of Incentives and Negotiation Strategy – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/incentives-negotiation-strategy-healthcare-video/feed/ 0 9943 Why You Must Understand the Intersection of Incentives and Negotiation Strategy https://blog.weisspc.com/incentives-negotiation-strategy-healthcare/ https://blog.weisspc.com/incentives-negotiation-strategy-healthcare/#respond Mon, 13 Aug 2018 15:00:12 +0000 https://blog.weisspc.com/?p=9880 Negotiating effectively requires uncovering hidden incentives driving the other party, it's key to decoding decisions and outcomes.

The post Why You Must Understand the Intersection of Incentives and Negotiation Strategy appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/incentives-negotiation-strategy-healthcare/feed/ 0 9880 Being Liked Is Not the Goal of Negotiation – Medical Group Minute https://blog.weisspc.com/negotiation-respect-over-liking-video/ https://blog.weisspc.com/negotiation-respect-over-liking-video/#respond Tue, 20 Mar 2018 16:00:46 +0000 https://blog.weisspc.com/?p=9118 The goal of negotiation isn't to be liked by your negotiating opposite.

The post Being Liked Is Not the Goal of Negotiation – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-respect-over-liking-video/feed/ 0 9118 Harvey Weinstein, Lawyers, Spies, and Negotiations – Success in Motion https://blog.weisspc.com/harvey-weinstein-lawyers-spies-negotiation-sim/ https://blog.weisspc.com/harvey-weinstein-lawyers-spies-negotiation-sim/#respond Tue, 05 Dec 2017 17:00:10 +0000 https://blog.weisspc.com/?p=8808 Ride along with Mark as he discusses a tactic that, though used by creeps, can be employed in negotiations for good.

The post Harvey Weinstein, Lawyers, Spies, and Negotiations – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/harvey-weinstein-lawyers-spies-negotiation-sim/feed/ 0 8808 Nosocomial Infection Consumes Hospital! Stop the Spread to Your Practice – Medical Group Minute https://blog.weisspc.com/stop-hospital-failure-hurting-your-practice-video/ https://blog.weisspc.com/stop-hospital-failure-hurting-your-practice-video/#respond Wed, 25 Oct 2017 16:00:28 +0000 https://blog.weisspc.com/?p=8637 We usually think of nosocomial infection, one contracted from the environment or staff of a healthcare facility.

The post Nosocomial Infection Consumes Hospital! Stop the Spread to Your Practice – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/stop-hospital-failure-hurting-your-practice-video/feed/ 0 8637 Why Contract Termination Provisions Are Like Highway Exits – Success in Motion https://blog.weisspc.com/contract-termination-provisions-like-highway-exits-success-motion-series/ https://blog.weisspc.com/contract-termination-provisions-like-highway-exits-success-motion-series/#respond Tue, 22 Aug 2017 16:00:01 +0000 https://blog.weisspc.com/?p=8444 You're driving toward contract success. But then the other party forces you off the road. Welcome to the exit marked early termination.

The post Why Contract Termination Provisions Are Like Highway Exits – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/contract-termination-provisions-like-highway-exits-success-motion-series/feed/ 0 8444 Don’t Let the Contract Fool You – Success in Motion https://blog.weisspc.com/dont-let-contract-fool-you-sim/ https://blog.weisspc.com/dont-let-contract-fool-you-sim/#respond Tue, 11 Jul 2017 16:00:42 +0000 https://blog.weisspc.com/?p=8342 You’ve undoubtedly head the expression, “it is what it is.” But in contracting, sometimes the contract isn’t what it is.

The post Don’t Let the Contract Fool You – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/dont-let-contract-fool-you-sim/feed/ 0 8342 Learn About Negotiation From a Not So Dead Opossum – Success in Motion https://blog.weisspc.com/learn-negotiation-not-dead-opossum-sim/ https://blog.weisspc.com/learn-negotiation-not-dead-opossum-sim/#respond Tue, 09 May 2017 16:00:09 +0000 https://blog.weisspc.com/?p=8072 Ride along with Mark as he tells how an opossum fooled his dog Larry, and its immediately actionable lesson about negotiation.

The post Learn About Negotiation From a Not So Dead Opossum – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/learn-negotiation-not-dead-opossum-sim/feed/ 0 8072 Yes, I Agree – Podcast https://blog.weisspc.com/yes-i-agree-audio/ https://blog.weisspc.com/yes-i-agree-audio/#respond Thu, 04 May 2017 16:00:54 +0000 https://blog.weisspc.com/?p=8013 I recently heard of a consumer survey done at a hotel in which it was found that the guests' impressions of every factor tested for, the quality of the service, the attractiveness of the rooms, the cleanliness of the common areas, etc., depended upon their satisfaction with the hotel check-in experience.

The post Yes, I Agree – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/yes-i-agree-audio/feed/ 0 8013 Why You Must Have a Bigger Future – Success in Motion https://blog.weisspc.com/have-a-bigger-future-sim/ https://blog.weisspc.com/have-a-bigger-future-sim/#respond Tue, 14 Mar 2017 16:00:55 +0000 https://blog.weisspc.com/?p=7894 Join Mark as he discusses, from the angle of a completed M&A deal, why it's vital that you always have a bigger future. Living or operating from the past is no way to live; it's a way to die.

The post Why You Must Have a Bigger Future – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/have-a-bigger-future-sim/feed/ 0 7894 Why You Must Know How Framing Changes Value https://blog.weisspc.com/must-know-framing-changes-value/ https://blog.weisspc.com/must-know-framing-changes-value/#respond Mon, 13 Mar 2017 15:00:59 +0000 https://blog.weisspc.com/?p=7888 Explore the dynamic nature of value in transactions. Learn about shaping the concept of value for better deals.

The post Why You Must Know How Framing Changes Value appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/must-know-framing-changes-value/feed/ 0 7888 Pain Medicine Doctors Alleged to Have Received $115,000 in Kickbacks … Plus $40 Million in Illicit Profit https://blog.weisspc.com/pain-medicine-doctors-alleged-received-115000-kickbacks-plus-40-million-illicit-profit/ https://blog.weisspc.com/pain-medicine-doctors-alleged-received-115000-kickbacks-plus-40-million-illicit-profit/#respond Mon, 06 Feb 2017 17:28:29 +0000 https://blog.weisspc.com/?p=7802 Learn about the case of two pain medicine doctors accused of receiving $115,000 in kickbacks and generating $40 million in illicit profits through fraudulent practices.

The post Pain Medicine Doctors Alleged to Have Received $115,000 in Kickbacks … Plus $40 Million in Illicit Profit appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/pain-medicine-doctors-alleged-received-115000-kickbacks-plus-40-million-illicit-profit/feed/ 0 7802 Do They Have the Power to Say Yes? – Podcast https://blog.weisspc.com/power-say-yes-podcast/ https://blog.weisspc.com/power-say-yes-podcast/#respond Thu, 02 Feb 2017 17:00:55 +0000 https://blog.weisspc.com/?p=7783 Want to make a deal? Sure you do. Perhaps it’s the renewal of an exclusive contract. Perhaps it’s an extension of your office lease. Perhaps it’s a rate increase in a payor agreement.

The post Do They Have the Power to Say Yes? – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/power-say-yes-podcast/feed/ 0 7783 Being Liked Is Not the Goal of Negotiation https://blog.weisspc.com/negotiation-respect-over-liking/ https://blog.weisspc.com/negotiation-respect-over-liking/#respond Mon, 02 Jan 2017 16:00:45 +0000 https://blog.weisspc.com/?p=7068 In negotiations, it's prudent to prioritize respect and strategic advantage over being liked - you'll achieve better outcomes.

The post Being Liked Is Not the Goal of Negotiation appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-respect-over-liking/feed/ 0 7068 Do You Understand Drive-By Negotiation? https://blog.weisspc.com/understand-drive-by-negotiation/ https://blog.weisspc.com/understand-drive-by-negotiation/#respond Mon, 12 Dec 2016 16:00:04 +0000 https://blog.weisspc.com/?p=7684 Negotiating without strategy is dangerous. Learn why understanding drive‑by negotiation patterns is essential for medical group leaders.

The post Do You Understand Drive-By Negotiation? appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/understand-drive-by-negotiation/feed/ 0 7684 New Trigger of False Claims Act Liability https://blog.weisspc.com/new-trigger-false-claims-act-liability/ https://blog.weisspc.com/new-trigger-false-claims-act-liability/#respond Mon, 08 Aug 2016 14:47:56 +0000 https://blog.weisspc.com/?p=7325 Certain Anti‑Kickback breaches can now automatically trigger False Claims Act liability, critical fact for healthcare leaders to know.

The post New Trigger of False Claims Act Liability appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/new-trigger-false-claims-act-liability/feed/ 0 7325 Harnessing Human Drives In Negotiation https://blog.weisspc.com/harnessing-human-drives-negotiation/ https://blog.weisspc.com/harnessing-human-drives-negotiation/#respond Mon, 23 May 2016 15:00:39 +0000 https://blog.weisspc.com/?p=7154 If you’re in the selling position (which might be an actual sale of an asset or might be the sale of your efforts and knowledge), take the time and effort to strategize about how you can create an auction, or an auction-like environment, for what you have to sell. In essence you’ll be using human nature to boost your result.

The post Harnessing Human Drives In Negotiation appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/harnessing-human-drives-negotiation/feed/ 0 7154 Nosocomial Infection Consumes Hospital! Stop The Spread To Your Practice – Podcast https://blog.weisspc.com/stop-hospital-failure-hurting-your-practice-audio/ https://blog.weisspc.com/stop-hospital-failure-hurting-your-practice-audio/#respond Thu, 19 May 2016 16:00:24 +0000 https://blog.weisspc.com/?p=7014 We usually think of nosocomial infection, one contracted from the environment or staff of a healthcare facility, in terms of the impact on patients.

The post Nosocomial Infection Consumes Hospital! Stop The Spread To Your Practice – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/stop-hospital-failure-hurting-your-practice-audio/feed/ 0 7014 Why Let Your Competitors Control Your Future? – Medical Group Minute https://blog.weisspc.com/why-let-your-competitors-control-your-future-video/ https://blog.weisspc.com/why-let-your-competitors-control-your-future-video/#respond Wed, 04 May 2016 16:00:20 +0000 https://blog.weisspc.com/?p=7082 You, not your competitors, control your future - why would you think otherwise?

The post Why Let Your Competitors Control Your Future? – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/why-let-your-competitors-control-your-future-video/feed/ 0 7082 Why You Must Understand Personal Incentives in Entity Negotiation https://blog.weisspc.com/must-understand-personal-incentives-entity-negotiation/ https://blog.weisspc.com/must-understand-personal-incentives-entity-negotiation/#respond Mon, 25 Apr 2016 15:00:23 +0000 https://blog.weisspc.com/?p=7057 Understand how personal incentives and entity negotiation influence physician group dynamics and deal outcomes.

The post Why You Must Understand Personal Incentives in Entity Negotiation appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/must-understand-personal-incentives-entity-negotiation/feed/ 0 7057 A Negotiation Tip: What’s His or Her Own Motivation? – Success in Motion https://blog.weisspc.com/negotiation-tip-what-is-their-motivation-sim/ https://blog.weisspc.com/negotiation-tip-what-is-their-motivation-sim/#respond Tue, 05 Apr 2016 16:00:36 +0000 https://blog.weisspc.com/?p=6954 It’s not enough to discover the other entity’s motivation in the negotiation. What’s their representative’s personal motivation in concluding the deal?

The post A Negotiation Tip: What’s His or Her Own Motivation? – Success in Motion appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-tip-what-is-their-motivation-sim/feed/ 0 6954 Are You Selling Chevys? – Podcast https://blog.weisspc.com/medical-group-pricing-strategy-audio/ https://blog.weisspc.com/medical-group-pricing-strategy-audio/#respond Thu, 10 Mar 2016 17:00:53 +0000 https://blog.weisspc.com/?p=6902 Are you a Chevy dealer or a doctor?

The post Are You Selling Chevys? – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/medical-group-pricing-strategy-audio/feed/ 0 6902 When You Fail to Set Strategy https://blog.weisspc.com/importance-of-strategy-in-medical-groups/ https://blog.weisspc.com/importance-of-strategy-in-medical-groups/#respond Mon, 11 Jan 2016 16:00:37 +0000 https://blog.weisspc.com/?p=6722 Without a purposefully developed strategy, a medical group is like a wayward plastic bag. Pushed this way, then that, by outside forces. The hospital. The economy. The government.

The post When You Fail to Set Strategy appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/importance-of-strategy-in-medical-groups/feed/ 0 6722 Being Liked Is Not the Goal of Negotiation – Success in Motion Video https://blog.weisspc.com/negotiation-respect-over-liking-sim/ https://blog.weisspc.com/negotiation-respect-over-liking-sim/#respond Tue, 22 Dec 2015 17:00:35 +0000 https://blog.weisspc.com/?p=6710 Did you think the goal of negotiation is to be liked? Try galvanizing respect.

The post Being Liked Is Not the Goal of Negotiation – Success in Motion Video appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-respect-over-liking-sim/feed/ 0 6710 Nosocomial Infection Consumes Hospital! Stop the Spread to Your Practice. https://blog.weisspc.com/stop-hospital-failure-hurting-your-practice/ https://blog.weisspc.com/stop-hospital-failure-hurting-your-practice/#respond Mon, 14 Dec 2015 16:00:13 +0000 https://blog.weisspc.com/?p=6664 We plan our business ventures to succeed and that’s a good thing. But at the same time, or at least for more than just a few moments, you should also think about planning for failure. Not of your business, but of the hospital to which it’s linked. The idea is to avoid the spread of infection to your business.

The post Nosocomial Infection Consumes Hospital! Stop the Spread to Your Practice. appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/stop-hospital-failure-hurting-your-practice/feed/ 0 6664 Don’t Worry About What They Think of You – Success in Motion Series https://blog.weisspc.com/dont-worry-about-what-they-think-of-you-sim/ https://blog.weisspc.com/dont-worry-about-what-they-think-of-you-sim/#respond Tue, 10 Nov 2015 17:00:55 +0000 https://blog.weisspc.com/?p=6564 People are too worried about what someone else thinks of them. News flash: They don’t think about you.

The post Don’t Worry About What They Think of You – Success in Motion Series appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/dont-worry-about-what-they-think-of-you-sim/feed/ 0 6564 Have You Forgotten This Contract Termination Provision? – Success in Motion Series https://blog.weisspc.com/know-contract-termination-provisions-sim/ https://blog.weisspc.com/know-contract-termination-provisions-sim/#respond Tue, 25 Aug 2015 13:00:29 +0000 https://blog.weisspc.com/?p=6353 Do you know what happens upon the termination of the contract? What obligations do you continue to owe?  And, what obligations continue to be owed to you?

The post Have You Forgotten This Contract Termination Provision? – Success in Motion Series appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/know-contract-termination-provisions-sim/feed/ 0 6353 Why a 59 Year Old Deli Is a Case Study for Your Medical Practice – Podcast https://blog.weisspc.com/why-a-59-year-old-deli-is-a-case-study-for-your-medical-practice-audio/ https://blog.weisspc.com/why-a-59-year-old-deli-is-a-case-study-for-your-medical-practice-audio/#respond Thu, 20 Aug 2015 13:00:59 +0000 https://blog.weisspc.com/?p=6289 Where's your next meal coming from?

The post Why a 59 Year Old Deli Is a Case Study for Your Medical Practice – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/why-a-59-year-old-deli-is-a-case-study-for-your-medical-practice-audio/feed/ 0 6289 Control the Document to Control the Deal – Success in Motion Series https://blog.weisspc.com/control-document-to-control-deal-sim/ https://blog.weisspc.com/control-document-to-control-deal-sim/#respond Tue, 18 Aug 2015 13:00:47 +0000 https://blog.weisspc.com/?p=6351 In any negotiation, be the party to deliver the first draft and control the deal.

The post Control the Document to Control the Deal – Success in Motion Series appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/control-document-to-control-deal-sim/feed/ 0 6351 Have You Made This Mistake About Meetings? – Podcast https://blog.weisspc.com/medical-group-meeting-mistakes-audio/ https://blog.weisspc.com/medical-group-meeting-mistakes-audio/#respond Thu, 06 Aug 2015 13:00:24 +0000 https://blog.weisspc.com/?p=6281 Shh! We’re eavesdropping right now on a discussion between two healthcare executives who’ve just identified an issue that needs to be resolved.

The post Have You Made This Mistake About Meetings? – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/medical-group-meeting-mistakes-audio/feed/ 0 6281 Do You Know This Key to Negotiation? – Medical Group Minute https://blog.weisspc.com/do-you-know-the-key-to-negotiation-video/ https://blog.weisspc.com/do-you-know-the-key-to-negotiation-video/#respond Wed, 05 Aug 2015 13:00:19 +0000 https://blog.weisspc.com/?p=6311 Do you know this key to negotiation? The key that will open the door to a done deal, a deal that delivers on your wants?

The post Do You Know This Key to Negotiation? – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/do-you-know-the-key-to-negotiation-video/feed/ 0 6311 Do They Have the Power to Say Yes? https://blog.weisspc.com/power-say-yes/ https://blog.weisspc.com/power-say-yes/#respond Mon, 26 Jan 2015 16:00:39 +0000 https://blog.weisspc.com/?p=5843 Want to make a deal? Sure you do. Perhaps it’s the renewal of an exclusive contract. Perhaps it’s an extension of your office lease. Perhaps it’s a rate increase in a payor agreement.

The post Do They Have the Power to Say Yes? appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/power-say-yes/feed/ 0 5843 Showing Up On Time and Negotiation https://blog.weisspc.com/timeliness-as-negotiation-strategy/ https://blog.weisspc.com/timeliness-as-negotiation-strategy/#respond Mon, 20 Oct 2014 15:00:48 +0000 https://blog.weisspc.com/?p=5501 For physician group leaders, that means showing up on time to meet, in person or remotely, with hospital administrators, to meet with potential deal partners, to meet with your bankers, and so on. Especially if what you’re showing up to is a negotiation.

The post Showing Up On Time and Negotiation appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/timeliness-as-negotiation-strategy/feed/ 0 5501 Pass the Salt and Don’t Lose the Deal https://blog.weisspc.com/pass-the-salt-and-dont-lose-the-deal/ https://blog.weisspc.com/pass-the-salt-and-dont-lose-the-deal/#respond Tue, 26 Aug 2014 15:00:59 +0000 https://blog.weisspc.com/?p=5511 When negotiating with someone, whether it’s for a job, a services agreement, or anything else, you can never be sure that they won’t make a decision based on some ridiculous, subjective factor.

The post Pass the Salt and Don’t Lose the Deal appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/pass-the-salt-and-dont-lose-the-deal/feed/ 0 5511 Do You Know This Key to Negotiation? https://blog.weisspc.com/do-you-know-the-key-to-negotiation/ https://blog.weisspc.com/do-you-know-the-key-to-negotiation/#respond Mon, 04 Aug 2014 14:52:27 +0000 https://blog.weisspc.com/?p=5369 Do you know this key to negotiation? The key that will open the door to a done deal, a deal that delivers on your wants? I’ll tell you, but you have to promise not to tell anyone else. Just kidding. Here is it: Make sure that the other party gets what it wants. No, I’m...

The post Do You Know This Key to Negotiation? appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/do-you-know-the-key-to-negotiation/feed/ 0 5369 What’s Your Business Horizon? – Medical Group Minute https://blog.weisspc.com/whats-your-business-horizon-videocast/ https://blog.weisspc.com/whats-your-business-horizon-videocast/#respond Wed, 18 Jun 2014 13:00:27 +0000 https://blog.weisspc.com/?p=5032 Covenants not to compete. Cultivating new business opportunities.

The post What’s Your Business Horizon? – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/whats-your-business-horizon-videocast/feed/ 0 5032 Why Play By The Rules? – Podcast https://blog.weisspc.com/why-play-by-the-rules-audio/ https://blog.weisspc.com/why-play-by-the-rules-audio/#respond Fri, 06 Jun 2014 13:00:05 +0000 https://blog.weisspc.com/?p=4882 Why simply play by the rules?

The post Why Play By The Rules? – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/why-play-by-the-rules-audio/feed/ 0 4882 Who’s Your Competition? https://blog.weisspc.com/whos-your-competition/ https://blog.weisspc.com/whos-your-competition/#respond Thu, 22 May 2014 15:00:24 +0000 https://blog.weisspc.com/?p=5037 Your real competition is an amateur, at least in your perception, someone who realizes that the pieces can be arranged another way, a way that cuts you off, a way that cuts you to the bone.

The post Who’s Your Competition? appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/whos-your-competition/feed/ 0 5037 What’s Your Business Horizon? https://blog.weisspc.com/whats-your-business-horizon/ https://blog.weisspc.com/whats-your-business-horizon/#respond Mon, 14 Apr 2014 17:25:14 +0000 https://blog.weisspc.com/?p=4813 Like the visible horizon, the apparent line that separates the earth from the sky, your business horizon is directly tied to height.

The post What’s Your Business Horizon? appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/whats-your-business-horizon/feed/ 0 4813 Why Play by the Rules? – Medical Group Minute https://blog.weisspc.com/why-play-by-the-rules-video/ https://blog.weisspc.com/why-play-by-the-rules-video/#respond Wed, 09 Apr 2014 13:00:21 +0000 https://blog.weisspc.com/?p=4734 Ignore the societal rules that exist simply to hold you back.

The post Why Play by the Rules? – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/why-play-by-the-rules-video/feed/ 0 4734 Why Play By the Rules? https://blog.weisspc.com/why-play-by-the-rules/ https://blog.weisspc.com/why-play-by-the-rules/#respond Mon, 03 Feb 2014 19:16:26 +0000 https://blog.weisspc.com/?p=4527 The rules are set by those who’ve come before you. Perhaps by those folks who have never tried. Or, those who tried and failed and quit. Or those who succeeded and made it. A strange committee, you say? No, they have so much in common: none of them want you to succeed, or, at least, to succeed too easily.

The post Why Play By the Rules? appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/why-play-by-the-rules/feed/ 0 4527 ACOs and Negotiation https://blog.weisspc.com/acos-and-negotiation-power/ https://blog.weisspc.com/acos-and-negotiation-power/#respond Wed, 18 Dec 2013 16:00:00 +0000 https://blog.weisspc.com/?p=4353 If you believe you can, you’re right. If you believe you can’t, you’re right. It's up to you.

The post ACOs and Negotiation appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/acos-and-negotiation-power/feed/ 0 4353 New OIG Advisory Opinion 13-15 Sheds Further Light on Company Model Type Arrangements https://blog.weisspc.com/oig-opinion-company-model-arrangements/ https://blog.weisspc.com/oig-opinion-company-model-arrangements/#respond Wed, 13 Nov 2013 14:00:07 +0000 https://blog.weisspc.com/?p=4249 The OIG has released a new opinion (13-15) questioning the legality of a carve out provision in an anesthesia exclusive contract in favor of the referring medical group.

The post New OIG Advisory Opinion 13-15 Sheds Further Light on Company Model Type Arrangements appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/oig-opinion-company-model-arrangements/feed/ 0 4249 Are You Selling Chevys? – Medical Group Minute https://blog.weisspc.com/medical-group-pricing-strategy-video/ https://blog.weisspc.com/medical-group-pricing-strategy-video/#respond Thu, 03 Oct 2013 13:00:14 +0000 https://blog.weisspc.com/?p=4121 Are you a Chevy dealer or a doctor?

The post Are You Selling Chevys? – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/medical-group-pricing-strategy-video/feed/ 0 4121 The Problem of Perception – Healthcare Collaboration – Podcast https://blog.weisspc.com/physician-hospital-collaboration-perception-audio/ https://blog.weisspc.com/physician-hospital-collaboration-perception-audio/#respond Fri, 23 Aug 2013 15:00:29 +0000 https://blog.weisspc.com/?p=3975 What’s the right way of looking at ACOs, physician alignment, hospital-physician collaboration and other initiatives to bind physicians to hospitals?

The post The Problem of Perception – Healthcare Collaboration – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/physician-hospital-collaboration-perception-audio/feed/ 0 3975 Are You Selling Chevys? https://blog.weisspc.com/medical-group-pricing-strategy/ https://blog.weisspc.com/medical-group-pricing-strategy/#respond Wed, 31 Jul 2013 16:00:06 +0000 https://blog.weisspc.com/?p=3873 Unfortunately, there’s growing similarity between selling cars and selling medical care. You wish it weren’t true, but wishing alone isn’t going to change anything.

The post Are You Selling Chevys? appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/medical-group-pricing-strategy/feed/ 0 3873 Life is Easy When You’ve Given Someone Else the Power to Determine Your Future https://blog.weisspc.com/preserve-physician-autonomy-future/ https://blog.weisspc.com/preserve-physician-autonomy-future/#respond Wed, 17 Jul 2013 16:00:25 +0000 https://blog.weisspc.com/?p=3819 Have you ever been forced into something? Something you hated? Something you really did not want to do? Something that you’d almost give everything up not to have to do? Market consolidation – that’s what’s impacting medical groups of all stripes and sizes. Hospital wants to employ you. Other group wants to merge with you...

The post Life is Easy When You’ve Given Someone Else the Power to Determine Your Future appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/preserve-physician-autonomy-future/feed/ 0 3819 Yes, I Agree – Medical Group Minute https://blog.weisspc.com/yes-i-agree-video/ https://blog.weisspc.com/yes-i-agree-video/#respond Thu, 23 May 2013 16:00:06 +0000 https://blog.weisspc.com/?p=3404 Stacking the satisfaction odds in your favor.

The post Yes, I Agree – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/yes-i-agree-video/feed/ 0 3404 Patient Complications Produce Hospital Profits https://blog.weisspc.com/hospital-profit-from-complications/ https://blog.weisspc.com/hospital-profit-from-complications/#respond Mon, 06 May 2013 16:00:41 +0000 https://blog.weisspc.com/?p=3491 I argue that hospitals, as institutions, are at best amoral. At the same time, they are driven by profit and their executives bear no true downside risk, no risk of going negative in terms of personal liability.

The post Patient Complications Produce Hospital Profits appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/hospital-profit-from-complications/feed/ 0 3491 Emotions as Drivers of Contractual Relationships https://blog.weisspc.com/emotions-as-drivers-of-contractual-relationships/ https://blog.weisspc.com/emotions-as-drivers-of-contractual-relationships/#respond Wed, 24 Apr 2013 16:00:26 +0000 https://blog.weisspc.com/?p=3439 People can’t separate emotions from decision-making. They can lie about it and claim emotions are not a factor, but it’s frankly impossible for emotions not to be a major driver of decision-making.

The post Emotions as Drivers of Contractual Relationships appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/emotions-as-drivers-of-contractual-relationships/feed/ 0 3439 Negotiation: Why Times 5 – Podcast https://blog.weisspc.com/negotiation-why-times-5-audio/ https://blog.weisspc.com/negotiation-why-times-5-audio/#respond Fri, 19 Apr 2013 16:00:23 +0000 https://blog.weisspc.com/?p=2966 Why you should always ask “why” when negotiating.

The post Negotiation: Why Times 5 – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-why-times-5-audio/feed/ 0 2966 Contracts Needn’t Always Be Contracted – Medical Group Minute https://blog.weisspc.com/contracts-neednt-always-be-contracted-video/ https://blog.weisspc.com/contracts-neednt-always-be-contracted-video/#respond Tue, 26 Mar 2013 16:00:48 +0000 https://blog.weisspc.com/?p=3190 There are many reasons why contracts are usually contracted.

The post Contracts Needn’t Always Be Contracted – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/contracts-neednt-always-be-contracted-video/feed/ 0 3190 Top Down Healthcare is Killing Your Business and (Literally) Killing You and Me – Podcast https://blog.weisspc.com/top-down-healthcare-is-killing-your-business-and-literally-killing-you-and-me-audio/ https://blog.weisspc.com/top-down-healthcare-is-killing-your-business-and-literally-killing-you-and-me-audio/#respond Fri, 01 Mar 2013 17:00:49 +0000 https://blog.weisspc.com/?p=2797 “Conformity medicine” will result in the death of innovation.

The post Top Down Healthcare is Killing Your Business and (Literally) Killing You and Me – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/top-down-healthcare-is-killing-your-business-and-literally-killing-you-and-me-audio/feed/ 0 2797 Office “Spaced” – Medical Group Minute https://blog.weisspc.com/office-spaced-video/ https://blog.weisspc.com/office-spaced-video/#respond Thu, 21 Feb 2013 17:00:20 +0000 https://blog.weisspc.com/?p=3036 A vaccine for office based physicians thinking of entering into an office sharing deal or a practice merger deal, with one or more other physicians.

The post Office “Spaced” – Medical Group Minute appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/office-spaced-video/feed/ 0 3036 Negotiation: Why Times 5 https://blog.weisspc.com/negotiation-why-times-5/ https://blog.weisspc.com/negotiation-why-times-5/#respond Wed, 13 Feb 2013 17:00:19 +0000 https://blog.weisspc.com/?p=2945 Most negotiation in real life isn’t that simple, and (unfortunately for those who spent money on the book by the title) it’s generally not win-win.

The post Negotiation: Why Times 5 appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-why-times-5/feed/ 0 2945 Lessons on Negotiation from Artie the Briard – Podcast https://blog.weisspc.com/negotiation-tactics-from-a-persistent-dog-audio/ https://blog.weisspc.com/negotiation-tactics-from-a-persistent-dog-audio/#respond Fri, 25 Jan 2013 17:00:52 +0000 https://blog.weisspc.com/?p=2606 "No" is only the beginning point for further negotiation.

The post Lessons on Negotiation from Artie the Briard – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-tactics-from-a-persistent-dog-audio/feed/ 0 2606 Top Down Healthcare is Killing Your Business and (Literally) Killing You and Me https://blog.weisspc.com/top-down-healthcare-is-killing-your-business-and-literally-killing-you-and-me/ https://blog.weisspc.com/top-down-healthcare-is-killing-your-business-and-literally-killing-you-and-me/#respond Wed, 09 Jan 2013 17:00:51 +0000 https://blog.weisspc.com/?p=2749 For hundreds of years, innovation has driven improvement in medicine. Innovation in patient care. Innovation in business models. Innovation in treatment.

The post Top Down Healthcare is Killing Your Business and (Literally) Killing You and Me appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/top-down-healthcare-is-killing-your-business-and-literally-killing-you-and-me/feed/ 0 2749 Lessons on Negotiation From Artie the Briard https://blog.weisspc.com/negotiation-tactics-from-a-persistent-dog/ https://blog.weisspc.com/negotiation-tactics-from-a-persistent-dog/#respond Mon, 03 Dec 2012 17:00:21 +0000 https://blog.weisspc.com/?p=2570 As I sat down to write not this, but another blog post, my dog, Artie, reminded me of an important lesson in connection with negotiation. Armed with my notes and a rough outline, I prepared to write a post about Hostess Twinkies and hospital-centric healthcare, which will now be, I hope, the post following this...

The post Lessons on Negotiation From Artie the Briard appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/negotiation-tactics-from-a-persistent-dog/feed/ 0 2570 Demonstrating Involvement – a Required Part of Hospital Negotiation In a Communal Society https://blog.weisspc.com/hospital-negotiation-physician-involvement/ https://blog.weisspc.com/hospital-negotiation-physician-involvement/#respond Wed, 14 Nov 2012 17:00:01 +0000 https://blog.weisspc.com/?p=2478 As the societal trend swings even harder toward the communal and the cooperative, it’s more important than ever that medical groups understand that maintaining their relationships with hospitals requires breadth, depth, and length. This means involvement in a wide range of hospital and medical staff issues, leadership, not just participation, and commitment to a long...

The post Demonstrating Involvement – a Required Part of Hospital Negotiation In a Communal Society appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/hospital-negotiation-physician-involvement/feed/ 0 2478 Why Let Your Competitors Control Your Future? https://blog.weisspc.com/why-let-your-competitors-control-your-future/ https://blog.weisspc.com/why-let-your-competitors-control-your-future/#respond Wed, 15 Feb 2012 17:00:09 +0000 https://blog.weisspc.com/?p=1199 Why is it that some group leaders believe that simply having data on what their competitors might offer in terms of exclusive contract stipends, depth of coverage, and the like weighs heavily on their group’s own future? This is incredibly limiting thinking. Consider the example of car manufacturers. Certainly, there are commodity manufacturers, such as...

The post Why Let Your Competitors Control Your Future? appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/why-let-your-competitors-control-your-future/feed/ 0 1199 Yes, I Agree https://blog.weisspc.com/yes-i-agree/ https://blog.weisspc.com/yes-i-agree/#respond Mon, 05 Dec 2011 17:00:57 +0000 https://blog.weisspc.com/?p=946 First impressions shape patient satisfaction. Ensure your group's initial interactions align with your quality of care.

The post Yes, I Agree appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/yes-i-agree/feed/ 0 946 How a Hospital Based Group Can Profit From Problems – Podcast https://blog.weisspc.com/how-a-hospital-based-group-can-profit-from-problems/ https://blog.weisspc.com/how-a-hospital-based-group-can-profit-from-problems/#respond Fri, 28 Oct 2011 16:00:18 +0000 https://blog.weisspc.com/?p=814 Problems happen.  But when they do, turn them into profit.

The post How a Hospital Based Group Can Profit From Problems – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/how-a-hospital-based-group-can-profit-from-problems/feed/ 0 814 The Problem of Perception – Healthcare Collaboration https://blog.weisspc.com/problem-perception-healthcare-collaboration/ https://blog.weisspc.com/problem-perception-healthcare-collaboration/#respond Wed, 05 Oct 2011 16:00:21 +0000 https://blog.weisspc.com/?p=756 What an odd color Mercedes; pink, like cotton candy. But what color is that pink?  The pink in your mind’s eye is different from that in mine, and from that of each other reader. That’s because colors are perceptions made by each of us. *** The three students filed into the room and took seats...

The post The Problem of Perception – Healthcare Collaboration appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/problem-perception-healthcare-collaboration/feed/ 0 756 Harnessing Group Pressure in Negotiation – Podcast https://blog.weisspc.com/harnessing-group-pressure-in-negotiation/ https://blog.weisspc.com/harnessing-group-pressure-in-negotiation/#respond Tue, 28 Jun 2011 18:53:31 +0000 https://blog.weisspc.com/?p=514 How to apply, and defend against, psychological pressure during your next negotiation session.

The post Harnessing Group Pressure in Negotiation – Podcast appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/harnessing-group-pressure-in-negotiation/feed/ 0 514 Lies, Damned Lies, Statistics and Acronyms https://blog.weisspc.com/lies-statistics-and-acronyms/ https://blog.weisspc.com/lies-statistics-and-acronyms/#respond Tue, 25 May 2010 16:29:56 +0000 https://blog.weisspc.com/?p=354 Acronyms can obscure meaning and inflate credibility. Learn to spot the manipulation behind statistical jargon in healthcare policy.

The post Lies, Damned Lies, Statistics and Acronyms appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/lies-statistics-and-acronyms/feed/ 0 354 “When Negotiations Begin” https://blog.weisspc.com/when-negotiations-begin/ https://blog.weisspc.com/when-negotiations-begin/#respond Fri, 02 Oct 2009 19:46:15 +0000 https://blog.weisspc.com/?p=241 The start of a healthcare deal sets the tone. Learn why early negotiation strategy is critical for physicians and medical groups.

The post “When Negotiations Begin” appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/when-negotiations-begin/feed/ 0 241 Collaboration as a Tool in Negotiation https://blog.weisspc.com/collaborative-negotiation-tool/ https://blog.weisspc.com/collaborative-negotiation-tool/#respond Thu, 18 Jun 2009 17:55:34 +0000 https://blog.weisspc.com/?p=149 In my practice, I see a tremendous amount of tension, especially when it comes to the relationship between administration and hospital based groups.

The post Collaboration as a Tool in Negotiation appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/collaborative-negotiation-tool/feed/ 0 149 Group Message Requires Consistent Language https://blog.weisspc.com/group-message-consistent-communication/ https://blog.weisspc.com/group-message-consistent-communication/#respond Fri, 01 May 2009 16:16:59 +0000 https://blog.weisspc.com/?p=129 Every interaction with hospital administration is a negotiation. Ensure your group's messaging is unified and strategic.

The post Group Message Requires Consistent Language appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/group-message-consistent-communication/feed/ 0 129 Office “Spaced” https://blog.weisspc.com/office-spaced/ https://blog.weisspc.com/office-spaced/#respond Tue, 13 Jan 2009 01:01:22 +0000 https://blog.weisspc.com/?p=52 Here's a vaccine for office based physicians thinking of entering into an office sharing deal or a practice merger deal, with one or more other physicians:  Document the deal before it actually commences.  And, if the deal changes, document the change.

The post Office “Spaced” appeared first on Wisdom. Applied..

]]> https://blog.weisspc.com/office-spaced/feed/ 0 52