Achieve success during contract negotiations

Prepare the necessary data that support the issues you will raise with the payer to lay the groundwork for successful negotiations. Determining when to push forward on an issue and when to back down can be a tricky thing because, ultimately, you want to maintain a delicate balance when negotiating.

It is best to go in with a list of must-haves—things you would like to have, and things you are willing to throw away—and simply stick to that game plan. If it’s not a crucial issue, trade it. Stick to the three lists [in which] you have ranked issues based on their importance to you, and maintain a list of potential concessions to be traded for something that is of more value to you.

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