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If you experience issues registering for this webinar, please email or call the MGMA Service Center at 877.275.6462, ext. 1888 to register.

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This member-exclusive webinar – scheduled for May 20, 2026, at 1 pm ET (12 pm CT, 11 am MT, 10 am PT) – is eligible for ACMPE, ACHE (live only), CME (live only), CPE (live only), PDC (live only) and CEU credit, and will be made available as a recording.

As hospitals, health systems, and physician groups face mounting financial and regulatory pressure, understanding the intersection of negotiation strategy and Fair Market Value (FMV) is essential. This session demystifies FMV concepts and equips participants with practical tools to negotiate compensation and service agreements that remain compliant and competitive. Using real-world examples, benchmarking insights, and case scenarios drawn from MGMA consulting engagements, attendees will learn how to apply data effectively, identify value beyond pure wRVUs, and navigate the financial, operational, and legal considerations that shape high-stakes negotiations. Whether you are negotiating a medical directorship, PSA, or provider compensation redesign, this session will help you approach the table with clarity, confidence, and a grounded, evidence-based framework.

This 60-minute webinar will provide you with the knowledge to:

• Apply FMV principles to provider compensation, administrative agreements, and service arrangements
• Analyze how regulators and valuators assess commercial reasonableness, as well as benchmark data to inform negotiation strategy
• Implement practical negotiation techniques to develop sustainable, data-driven agreements that align organizational strategy, provider incentives, and financial stewardship

Delivery method: Internet Live Course | Group Internet Based
Learning level: Intermediate - Education that builds on a basic curriculum, designed to improve your ability to analyze and apply skills learned to a topic or knowledge area.
Learning format: Traditional
Prerequisites: A basic understanding of the topic or knowledge area.
Advance preparation: None
Duration: 60 minutes

Claiming Credit: If you wish to claim continuing education credit, you must attend the live webinar and complete the session evaluation in order to meet the requirements of the accrediting organizations.

• ACMPE, medical practice administrators in certification and Fellowship through ACMPE
• ACHE, American College of Healthcare Executives Qualified Education
• CME, licensed physicians (MD/DO)
• CPE, Continuing Professional Education for accountants
  • Attendance at the live instructor-led program  
• CEU, generic continuing education credit
• PDC, professional development credits for the Society for Human Resource Management (SHRM)

For detailed continuing education credit information, click here.

**PLEASE NOTE: CEU credit types and totals are listed as a good faith estimate. Actual CEU types and totals offered at time of presentation may vary. Final CEU credit listing will be published on or before the day of the presentation.

Webinars are delivered live using online web conferencing software, which allows you to interact directly with presenters and colleagues through your web browser.

This webinar will be hosted in Zoom Webinars and will consist of a 60-minute presentation and question-and-answer session. You will receive informational emails with instructions to access the live event and related resources, as well as steps to claim continuing education credits.

Review this resource for participating in Zoom Webinars or test your connection here.

This is a member-exclusive webinar. There is no registration fee.

Instructor Cancellation Policy
If for any reason MGMA must cancel this program, MGMA will notify participants by email of the cancellation no less than 48 hours prior to the expected start time.

Contact the MGMA Service Center for cancellations or refunds:
Toll-free: 877.275.6462, ext. 1888
Email: service@mgma.org 

Complaint resolution policy
Please contact the MGMA Service Center toll-free at 877.ASK.MGMA (275.6462) for issues or concerns with this webinar.