title: The art of negotiation. Getting what you want out of a managed care contract.
abstract: As managed care takes a firm hold in the marketplace, healthcare organizations are hurrying to align. While some executives are skilled negotiators, well versed in the complexities of managed care contracting, others are new to the process. Those seeking direction in the art of negotiation can benefit by reviewing the principles that follow. While basic, they will help you make the most of the negotiation process.
authors.affiliation: Health Midwest, Kansas City, MO.
authors.forename: R S
authors.initials: RS
authors.lastname: Bonney
mesh_terms: D003142:Communication; D003284:Contract Services / Q000458:organization & administration*; D017408:Guidelines as Topic; D006801:Humans; D008329:Managed Care Programs / Q000458:organization & administration*; D017008:Negotiating / Q000379:methods*; D009937:Organizational Objectives; D008486:Physician Executives / Q000592:standards*; D014481:United States