title: Negotiating payment for new technology purchases.
abstract: The use of new technology in an existing healthcare service can have a far-reaching impact on a hospital's financial health. An understanding of the financial impact of a service before new technology is added is helpful in preparing to negotiate for appropriate payment for the new technology. The indirect financial impact of new technology on related and unrelated healthcare services should be projected for use in managed care negotiations. Managed care payers seek proof of immediate savings when deciding on payment increases for new technology.
authors.affiliation: Waterview Business Solutions, Stone Harbor, New Jersey, USA. raykcpa@aol.com
authors.forename: Raymond J
authors.initials: RJ
authors.lastname: Kaden
authors.forename: Joanne H
authors.initials: JH
authors.lastname: Vaul
authors.forename: Pamela A
authors.initials: PA
authors.lastname: Palazola
mesh_terms: D002201:Capital Expenditures; D003953:Diagnosis-Related Groups; D005377:Financial Management, Hospital / Q000379:methods*; D017721:Hospital Costs; D006801:Humans; D007349:Insurance, Health, Reimbursement; D008329:Managed Care Programs / Q000191:economics*; D017008:Negotiating; D011445:Prospective Payment System; D011682:Purchasing, Hospital / Q000191:economics*; D012456:Salaries and Fringe Benefits; D013675:Technology, High-Cost / Q000191:economics*; D014481:United States