Dynamics of Value Claiming in Negotiations

Sunday, Sept. 11 – 8:30 a.m. - 12:30 p.m.

Radiology’s financial success is secured not simply through pricing and resultant payment; rather, securing payment and revenue generation, and therefore financial success, hinges on successful negotiation.

Negotiations play a role in both creating value and dividing it among the players involved.  Using experiential exercises, this session will help you develop your negotiation skills.  You will assess your current abilities in deals that require value claiming or basic bargaining skills.  You will learn the key attributes for claiming more value in deals.  These are fundamental ideas that can be powerful tools for any level of negotiator.

Resources

Negotiation Techniques for Health Care Professionals
Learn the essential components of negotiation prep and common techniques for optimizing agreements.

Mixed Signals
Boost your emotional intelligence to improve your relationships, strength your negotiating skills, and upgrade your career.

The Value of Hard Work
Creating a system for quantifying value-added activities helped one practice save its hospital contract.

How Physicians Should Negotiate with Payers 
Even if the practice is run efficiently,  with low overhead, if the payer contracts are not properly negotiated or worded, it can  result in a loss in net revenue.

Negotiation Techniques for Health Care Professionals
Basic negotiation terms and how-to for radiologists

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