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…
I see too many deals that are hatched from the evil twins of self-inflicted human nature: fear and hope.
A recent settlement in a case involving Wal-Mart raises interesting issues for hospitals contracting with medical groups.
What appears to be a stable system is the often the least stable. What appears to be safe is often the most risky.
“Sign this please. Right there. Yeah, there, on the last line. Next to the date.”
Although the devil’s in the details of any contract, consider the impact of the term and termination provisions in a system-wide exclusive contract.
The key is not to provide leadership designed to advance your own interests, but to provide leadership that’s designed to advance your business partners’ (whether that’s a hospital, a medical group, or anyone else) interests.
One thing’s for certain: The market is changing. But then again, it’s always changing.
You have been coming into work every day for years. Now there’s no need to come in tomorrow because your group no longer exists.
When you’re negotiating in connection with almost any type of deal, it pays to do your homework on the other side. What do they want? Why? What’s their history? Their performance? Their successes? Their losses? Their, well, as much as you can find out.