imagine yourself in a management position in a managed care organization. Your o
ID: 125885 • Letter: I
Question
imagine yourself in a management position in a managed care organization. Your organization holds a contract with a local hospital in the community. The contract is up for renewal and a high profile contract negotiation is scheduled. You’ve been asked to take the lead in the negotiations. The purpose of this assignment is to explore: What kinds of information do you need to get your hands on, so you can go into the negotiations fully prepared? In other words, what will you need to gather for background info for the negotiations?
Explanation / Answer
A contract between two organisations has to be a well established because it results in cordial relationship and smooth functioning. And as a management representative,it becomes very crucial to make appropriate decisions before the collaboration.
Pre information-
- Information about the past contract details with the working criteria's. This helps understand the change in requirements for the future.
- The budget laid down on the previous assignment, to rule out the wastage on resources like material, manpower
- The benefits and drawbacks of the contract because during renewal certain claws can be added or deleted from the contract
- Reviewing the contract ,to understand for change in goals
- Establish other alternatives ,this helps to have few options in hand as every contract negotiations cannot be a successful one. To have additional alternatives can understand the differences in values and benefits.
- Analysing the other party for their working culture, financial background, resources available and their working strategies within the organisation
- Developing negotiating strategies like the team which will participate in negotiating session with the other party, comparing interests , assessing the leverage and concessions needed for some specific services
- Decide on the deal making and breaking points to have clarity in the next contract
- Next period of renewal should be established with duration of the period
- Setting agenda for the negotiation session and with requirements of the current organisation which can be collaborative in nature
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