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The Negotiation State of Mind: Specifics in Negotiating Managed Care Contracts

The Negotiation State of Mind: Specifics in Negotiating Managed Care Contracts


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by David D. Marcus, M.B.A., Ph.D.
Physicians are now finding that the contracts they signed so uncritically in the early years of managed care have left them a legacy of bad contracts, poor fee schedules, and dysfunctional relationships with payors. The negotiating process offers physicians an alternative strategy for effectively achieving their goals in their relationships with the payors.