Negotiating and contracting in a managed care environment: considerations for practitioners.
The world of integrated service provider networks, managed care providers, and preferred provider systems requires clinical social workers to become skilled in business negotiations, with specific attention to contracting for services. This article focuses on the components of negotiating and successfully competing for contracts to gain access to and participate in provider networks for the delivery of mental health services. The authors identify critical elements involved in contracting for services from the perspective of social work practitioners who are now working with or who plan to work with managed care organizations. This pragmatic approach recognizes the controversial nature of social workers' relationship with managed care organizations and the ethical dilemmas that affect both the quality and quantity of client services.
Gibelman
M
M
Wurzweiler School of Social Work, Yeshiva University, New York, NY 10033, USA. gibelman@ymail.yu.edu
Whiting
L
L
D003284:Contract Services / Q000592:standards*; D003657:Decision Making; D006801:Humans; D008329:Managed Care Programs / Q000458:organization & administration*; D008605:Mental Health Services / Q000458:organization & administration*; D017008:Negotiating; D020399:Practice Management; D012947:Social Work / Q000458:organization & administration*; D014481:United States