Are you looking to elevate your negotiation skills to prepare for payer contract negotiations and more? The session focuses on defining a simple and effective step-by-step approach proven to positively impact negotiations of all types. It includes tactical guidance, walking attendees through the “elephant in the room” (e.g., addressing uncomfortable topics such as rates); voice training (defining dos and don’ts to soothe and engage; managing the “no” (pinpointing strategies to address the “no” successfully; listening and marking (recommendations to ensure discussions are impactful); and calibrated questions (language tools to use effectively in negotiations). In addition to case study examples from various organizations (including CINs, small practices and large multispecialty clinics), this talk concludes with best practices describing what characteristics and activities better performers employ in payer contracting negotiations. During the session attendees will practice some of these skills in small groups. The session will provide solid guidance that practices can integrate into the payer contracting process and in many other areas of practice management.
Learning Objectives:
Sketch the steps to manage the “no” as part of the path to success during the payer contracting process
Employ strategies for discussing uncomfortable topics in terms of when and how to address during payer contract negotiations
Use listening and marking during negotiations to ensure discussions are impactful
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