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Related Experiment Videos

Negotiating strategies for capitation

L L Mildworm1

  • 1Bascom Palmer Eye Care Institute, University of Miami School of Medicine, FL 33136, USA.

International Ophthalmology Clinics
|September 22, 1998
PubMed
Summary

Successful contract negotiations require preparation and flexibility. Networks can gain leverage by gathering information and understanding that contracts are modifiable to meet mutual needs.

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Developing capitation rates.

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Area of Science:

  • Healthcare Administration
  • Contract Law
  • Negotiation Strategy

Background:

  • Contract negotiations between healthcare networks and managed-care payers are complex.
  • Strategies vary based on market conditions, network size, and payer strength.

Purpose of the Study:

  • To provide guidance on effective contract negotiation strategies for healthcare networks.
  • To emphasize the importance of preparation and flexibility in managed-care contract discussions.

Main Methods:

  • Analysis of factors influencing negotiation outcomes.
  • Principles of effective negotiation and contract modification.

Main Results:

  • Networks can enhance their negotiating position through information acquisition.
  • Form contracts are adaptable and negotiable to meet provider and payer needs.
  • A collaborative, problem-solving approach is recommended.

Conclusions:

  • Preparation, information gathering, and a willingness to negotiate are crucial for favorable contract terms.
  • Post-consummation, dedicated oversight ensures maximum value realization from managed-care agreements.

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