Well-negotiated managed care relationships deliver long lasting value to payors, providers, and patients—but what constitutes a thorough and successful negotiation, and how is that achieved?
Power and leverage can drive a contract negotiation the same way that brute force might drive a street fight: without finesse, and without the promise of a long term solution. Similarly, less than accurate language or fancy word play can net a quick return, but at high cost to reputation and business ethics—not to mention the results of the next negotiation.
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