You’ve undoubtedly head the expression, “it is what it is.” But in contracting, sometimes the contract isn’t what it is.
Tag: negotiation
Negotiation Rules: Hallway Chat = Boardroom Meeting
Picture the following situation: A large hospital-based group provides contracted services at multiple facilities, including at a hospital that we’ll call Community Memorial St. Mark’s. The group is in the midst of renegotiating its exclusive contract with the hospital. Early on, the group and the hospital settled on coverage of some newly added slots from 7:00 a.m. to 3:00 p.m….
Why You Want or Don’t Want an Attorneys Fees Provision in Your Contract – Success in Motion
Is “winner gets fees” always a smart strategy?
Some Secrets About Negotiating Payor Agreements – Success in Motion
Mark shares some secrets about negotiations with managed care payors. Payor contracting is about much more than dollars per unit.
Learn About Negotiation From a Not So Dead Opossum – Success in Motion
Ride along with Mark as he tells how an opossum fooled his dog Larry, and its immediately actionable lesson about negotiation.
Who’s Driving the Other Side of the Deal? – Success in Motion
Ride along with Mark as he discusses why it’s essential that you learn as much as possible about the people on the other side of a negotiation.
Do They Have the Power to Say Yes? – Podcast
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.
Do You Understand Drive-By Negotiation?
Picture the following situation: Working with my client group’s leader, we’ll call him Dr. Bob, we’re deep into the negotiation of a deal with a hospital, one of the elements of which is the intensity of physician coverage, upon which we’ve agreed as the basis for a fair market valuation analysis. Then, one morning at…
Why Taking Control Is a Smart Contracting Tactic – Podcast
You’ve heard that old expression to the effect that it’s better to do and then ask for forgiveness than it is to ask for permission in the first place.
Why Not Wanting the Deal Is the Way To Get it (or, If Not, Who Cares!) – Podcast
It’s about 1 pm on Sunday and I’m thinking of getting a cheeseburger for lunch. But if I don’t, it won’t make any difference to me.