Negotiation The Business of Healthcare

Demonstrating Involvement – a Required Part of Hospital Negotiation In a Communal Society

November 14, 2012

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 term course of action.

This is an issue of strategy, not merely tactics.

In other words, it’s the overall approach that counts.

The act, or, rather, done correctly, the string of acts performed in cultivating relationships, is itself a large part of the new contracting process. That’s because those acts demonstrate, not merely announce, your participation.

As I’ve long maintained each of these touch points is a part of the negotiation with the hospital.

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