Contract negotiation

You are the CFO for a community hospital that is preparing for contract negotiation with its largest nongovernmental payer, which accounts for nearly 30% and growing of all patient-care revenue at the hospital.

When they refuse to increase inpatient payment rates in a manner more consistent with Medicare, you must determine how to negotiate a better outcome and what the risk would be to lose them as a payer altogether.

To view the scenario, click the link below. Then return to this assignment to submit your video:

Record and upload a 3- to 4-minute video in which you present the points made during the negotiations, both for the increased payment rates and the potential loss of the payer.


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