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Category Archives: Negotiation

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The Physician As Negotiator

Posted in Administration, Hospitals, Leadership, Negotiation, Physicians and Group Practices

One of the questions I am routinely asked in an early meeting with a physician group is: who should we have as our physician-negotiators? There are three keys to arriving at an answer. Key #1. Do you have shareholders with business skills? Psychologists tell us that the popular elementary-age children are often those with the… Continue Reading

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The Administrator’s Role in Hospital Negotiations

Posted in Administration, Hospitals, Negotiation, Physicians and Group Practices

Having been a cardiology administrator for three years, I know the tensions that physician group administrators (by this term, I mean to refer to a group’s chief administrative officer by whatever title) handle every day. They manage physicians who in some contexts are the practice’s owners and the production units in others. They must serve… Continue Reading

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