{"title":"谈判第二代合同","authors":"Max Reiboldt, Justin Chamblee, Ellis Knight","doi":"10.55834/plj.9461696294","DOIUrl":null,"url":null,"abstract":"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.","PeriodicalId":91157,"journal":{"name":"Physician leadership journal","volume":"33 15","pages":""},"PeriodicalIF":0.0000,"publicationDate":"2024-05-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":"{\"title\":\"Negotiating Second-Generation Contracts\",\"authors\":\"Max Reiboldt, Justin Chamblee, Ellis Knight\",\"doi\":\"10.55834/plj.9461696294\",\"DOIUrl\":null,\"url\":null,\"abstract\":\"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.\",\"PeriodicalId\":91157,\"journal\":{\"name\":\"Physician leadership journal\",\"volume\":\"33 15\",\"pages\":\"\"},\"PeriodicalIF\":0.0000,\"publicationDate\":\"2024-05-01\",\"publicationTypes\":\"Journal Article\",\"fieldsOfStudy\":null,\"isOpenAccess\":false,\"openAccessPdf\":\"\",\"citationCount\":\"0\",\"resultStr\":null,\"platform\":\"Semanticscholar\",\"paperid\":null,\"PeriodicalName\":\"Physician leadership journal\",\"FirstCategoryId\":\"1085\",\"ListUrlMain\":\"https://doi.org/10.55834/plj.9461696294\",\"RegionNum\":0,\"RegionCategory\":null,\"ArticlePicture\":[],\"TitleCN\":null,\"AbstractTextCN\":null,\"PMCID\":null,\"EPubDate\":\"\",\"PubModel\":\"\",\"JCR\":\"\",\"JCRName\":\"\",\"Score\":null,\"Total\":0}","platform":"Semanticscholar","paperid":null,"PeriodicalName":"Physician leadership journal","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.55834/plj.9461696294","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"","JCRName":"","Score":null,"Total":0}
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.