Negotiating Health Contracts: Harmony or Hostility?

Abstract

Proposes a health contract negotiating model designed to ensure that quality of service is not compromised by confrontational stances taken by providers and purchasers. Shows how a determination on both sides to achieve ends must be matched by an equal willingness to explore mutually acceptable means of doing so, if joint benefits are to be maximized. Describes briefly the negotiating skills necessary to achieve the desired outcome.