Problems happen. But when they do, turn them into profit.
Negotiation
Harnessing Group Pressure in Negotiation – Podcast
How to apply, and defend against, psychological pressure during your next negotiation session.
Lies, Damned Lies, Statistics and Acronyms
Disraeli commented that there are lies, damned lies and statistics. It’s time to add acronyms to the list. A new acronym to save healthcare has arrived, the ACO, an “accountable care organization.” But accountability to whom? And for what care, exactly? Lastly, and most importantly, who runs the organization? An ACO, is about power and…
“When Negotiations Begin”
Saying that you’ll consider the issues (or do the planning, or consider the options, or… “when negotiation with the hospital begins” misses the point entirely. The negotiation has already begun, you just don’t know it. It’s exactly on point with the observation about being at a poker table: “If you don’t know who the patsy is,…
Collaboration as a Tool in Negotiation
In my practice, I see a tremendous amount of tension, especially when it comes to the relationship between administration and hospital based groups.
Group Message Requires Consistent Language
In my article Hallway Chat = Boardroom Meeting, I wrote that there is no such thing as an “informal” conversation with a hospital administrator: Any communication with, or within earshot of, an administrator is a part of the negotiation process. Understanding this rule is the first step. It allows physician leaders to both protect their…
Office “Spaced”
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.