Partner Lawrence Vernaglia is speaking at the Georgia Society for Managed Care's 2008 Fall Conference The Strategic Aspects of Negotiating Managed Care Contracts October 22-24, 2008, in Young Harris, Georgia.
Mr. Vernaglia will be presenting on October 23, 2008 from 11:00 a.m. - 12:00 p.m. with John Collier from Innovative Managed Care Solutions. Their topic is titled "Conducting a Negotiation." We will take a close look at the practical and psychological aspects of a negotiation, including: where and when to meet; how to assess your leverage and that of the payer; who should play what role in the negotiations, strategy developments, preparing and substantiating rate offers, handling non-responsive payers or low-ball responses; handling payer end runs to the hospital CEO/CFO; involving employers and/or brokers; and getting to the bottom line of what you need.
Mr. Vernaglia will also be speaking on a panel on October 24, 2008 from 10:30 a.m. - 11:45 a.m. titled "Handling Difficult Negotiations and Anticipating Future Challenges." The panelists will each address a set of questions/issues including how to handle difficult payer personalities and positions, what payer tactics to expect in the next few years, and how to prepare to respond to them. Panelists include: