7.0 of this article can be downloaded to your hard drive. The keys to effective negotiation of a contract with a managed care organization are preparation, skill, and experience. Few physicians know or appreciate the many commitments and obligations contained in their managed care contracts. Most sign every contract that crosses their desk. The practices that do review contracts before signing often do not look beyond the fee schedules.
Most physicians are unprepared to negotiate their contracts.
Physicians generally do not. They lack the facts they need to make their points. They lack a negotiating strategy. They lack the patience, skills or experience they need. Preparation is critical.