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.
Few doubt that things need fixing in healthcare. But many, from DIYer docs to industry leaders, suffer from being inside an echo chamber.
In healthcare deals, one bad partner—or one bad flip—can end the game.
The No Surprises Act wasn’t about patients. The fine print told a different tale: it was an insurer-protection law.
The law isn’t physics—it’s power, people, and positioning. For physicians and medical groups, the best legal outcomes start with smart planning.
Contracts in healthcare are built like block towers—each deal-point matters. Remove the wrong one, and the entire structure may collapse.
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.
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.
Medical group leaders: the FTC may have buried its noncompete ban, but it’s sharpening its knives. Your contracts are now targets. Don’t wait to be caught off guard—rethink your agreements now. Tailor them to your market, protect your referral streams, and stay out of the FTC’s crosshairs. Strategic action isn’t optional—it’s survival.
FTC ditches a full non-compete ban, but healthcare employers still face targeted crackdowns. Physician groups, take note.