谈判第二代合同

Max Reiboldt, Justin Chamblee, Ellis Knight
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引用次数: 0

摘要

随着医疗系统/医院与医生集团之间的合同续签日期临近,第二代合同的谈判必须考虑从以往合同中吸取的经验教训以及医疗行业的变化。虽然生产率仍然是这些合同中的一个重要因素,但也必须考虑报销模式、结构变化和企业实体的变化。全面的财务分析、问题跟踪、意向书和最终协议是促进谈判进程的工具。成功谈判的关键包括尊重行业变化、明确双方的主要需求和期望、建立谈判小组、避免误解以及允许交易后的未来变化。最终,谈判过程应该是合作、沟通和透明的。考虑到这些因素,再加上双方互谅互让的精神,就能成功签订第二代合同。
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Negotiating Second-Generation Contracts
As contracts between health systems/hospitals and physician groups approach their renewal dates, negotiations for second-generation contracts must consider the lessons learned from previous contracts and the changes in the healthcare industry. While productivity is still a significant factor in these contracts, changes in reimbursement paradigms, structural changes, and corporate entities must also be considered. A thorough financial analysis, an issues tracker, a letter of intent, and definitive agreements are tools that can facilitate the negotiation process. Keys to a successful negotiation include respecting the changes in the industry, delineating the key needs and expectations of both parties, creating a negotiation subgroup, avoiding misunderstandings, and allowing for changes in the future post-transaction. Ultimately, the negotiation process should be collaborative, communicative, and transparent. These considerations, along with a give-and-take spirit by both parties, can lead to a successful second-generation contract.
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