Principles of Effective Negotiations: How to prepare and execute a successful PHP contracting strategy

Date: December 1, 2020 10:00 AM

This is webinar is part of a series that will be offered over the next several months on topics related to Medicaid Transformation.

Overview: As North Carolina transitions to a managed Medicaid program, Medicaid providers will need to engage in contract negotiations with up to five prepaid health plans (PHPs), depending on which Medicaid region they are located in. This is likely a new, and potentially daunting, experience for safety-net providers across the state. It is important that providers understand their position in the negotiations with PHPs; this includes recognizing both points of leverage as well as individual operational priorities. Providers should not assume that they must simply sign whatever agreement that the PHP presents, but instead invest in developing a contracting strategy that is reflective of their individual needs, priorities and that capitalizes on the built-in points of leverage and autonomy created by the State’s framework. Developing and executing a contracting strategy is the vital first step in a successful transition to managed care.

Learning Objectives: In this 90-minute webinar, we will educate participants on:

• The P.E.N Method of Contracting and the steps to take in each phase,
• Themes specific to NC Medicaid Transformation contracting and those operational issues likely to be most important to providers, and
• General negotiation tools, such as planning around your BATNA (Best Alternative to Negotiated Agreement) and integrative bargaining (or value creation over value claiming).

Who Should Attend: Providers along the care continuum that participate in the Medicaid program, including practice managers, contract managers, quality managers, and attorneys for such providers; community-based organizations (CBOs) that provide support and services (including non-clinical services) to individuals covered under Medicaid; county commissioners and other county and local officials.

Click here to register!