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Description
Experience the excellence of the 2024
MGMA Summit by watching this year's highest-rated sessions! Delve into the wealth of valuable
insights and seamless organization that made our online conference a standout experience,
ensuring you don't miss a moment of inspiration.
Description
Are you looking to elevate your negotiation skills to prepare
for payer contract negotiations and more? This session focuses on defining a
simple and effective step-by-step approach proven to positively impact
negotiations of all types. It includes tactical guidance, walking attendees
through the “elephant in the room” (e.g., addressing uncomfortable topics such
as rates); voice training (defining dos and don’ts to soothe and engage;
managing the “no” (pinpointing strategies to address the “no” successfully;
listening and marking (recommendations to ensure discussions are impactful);
and calibrated questions (language tools to use effectively in negotiations).
In addition to case study examples from various organizations (including CINs,
small practices and large multispecialty clinics), this talk concludes with
best practices describing what characteristics and activities better performers
employ in payer contracting negotiations. During the session, attendees will
practice some of these skills in small groups. The session will provide solid
guidance that practices can integrate into the payer contracting process and in
many other areas of practice management.
Learning Objectives
This 60-minute webinar will provide you with the knowledge to:
- Sketch the steps to manage the “no” as part of the path to success during the payer contracting process
- Employ strategies for discussing uncomfortable topics in terms of when and how to address during payer contract negotiations
- Use listening and marking during negotiations to ensure discussions are impactful