Medical Practice Management Books, Journals and Articles for Physicians, Practice Administrators and Doctors' Office Managers

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Negotiation Skills for the Practice Executive:
Strategies to Successfully Negotiate with Payers,
Staff Members,

Negotiation Skills for the Practice Executive: Strategies to Successfully Negotiate with Payers, Vendors, Staff Members, Hospitals, Physicians

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Randy W. Cook, MPH, FACMPE

Medical practice professionals are frequently called on to negotiate with payers, vendors, staff, hospitals and doctors. This session will teach the foundational skills professionals need to negotiate successfully. Although the context for learning is primarily payer contracting the skills taught will be applicable in many medical practice scenarios.

Listeners will:
  • Learn to identify the negotiating environment each situation presents;
  • Know how to enhance communication skills with proven techniques;
  • Role play various negotiation tactics;
  • Accurately interpret and use body language;
  • Meet Our Speaker!

    Randy W. Cook, MPH, FACMPE - Randy W. Cook is seasoned healthcare professional with a comprehensive background across multiple healthcare industry sectors. Randy started on the provider side as a mental health counselor. For 9 years Randy worked in the payer sector running operations in various markets for John Deere Health Care. With Columbia/HCA Randy experienced healthcare from the hospital perspective. Joining UniPhy and later at State Volunteer Mutual Insurance Company Randy has seen the healthcare industry through the eyes of physician practices. By starting Meritus, LLC and now AmpliPHY Physician Services Randy applies entrepreneurial skills to healthcare.

    With over 30 years of experience Randy has seen ideas come and go. Using a grounded sense of patient care, how people work together, and distinguishing what works from what doesn't Randy has come to believe that only physicians can lead the transformation of the American healthcare system. The key element for success is physician leadership partnered with management know-how. Randy applies this belief, experience, skill and knowledge at AmpliPHY Physician Services. AmpliPHY is focused on helping physicians lead the transformation of healthcare in their own markets.

    Randy is a frequent public speaker on topics ranging from negotiating skills to the future of healthcare. He is also the author of numerous professional articles on similar topics. Randy lives on a farm near Columbia TN with his wife Sarah and assorted pets. Randy has two children and one grandchild. He has a bachelor's degree from Carson-Newman College and a Masters in Public Health from the University of Tennessee. Randy is a Certified Medical Practice Executive and a Fellow in the American College of Medical Practice Executives. Randy is an outdoor enthusiast, sometimes woodworker and nature photographer.

    Moderator: Nancy Collins, Publisher of The Journal of Medical Practice Management®