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    Summit Spotlight | Negotiation Ninja Class: Lessons from the FBI and More - on demand


    SKU: O24WEB40





    Available Credits
    • ACMPE: 1.00
    • CEU: 1.00


    Experience the excellence of the 2024 MGMA Summit by watching this year's highest-rated sessions!

    Delve into the wealth of valuable insights and seamless organization that made our online conference a standout experience, ensuring you don't miss a moment of inspiration.

    This webinar — recorded on May 16, 2024 — is eligible for ACMPE and CEU credit.

    Are you looking to elevate your negotiation skills to prepare for payer contract negotiations and more? This session focuses on defining a simple and effective step-by-step approach proven to positively impact negotiations of all types. It includes tactical guidance, walking attendees through the “elephant in the room” (e.g., addressing uncomfortable topics such as rates); voice training (defining dos and don’ts to soothe and engage; managing the “no” (pinpointing strategies to address the “no” successfully; listening and marking (recommendations to ensure discussions are impactful); and calibrated questions (language tools to use effectively in negotiations). In addition to case study examples from various organizations (including CINs, small practices and large multispecialty clinics), this talk concludes with best practices describing what characteristics and activities better performers employ in payer contracting negotiations. During the session, attendees will practice some of these skills in small groups. The session will provide solid guidance that practices can integrate into the payer contracting process and in many other areas of practice management.

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

    • Sketch the steps to manage the “no” as part of the path to success during the payer contracting process
    • Employ strategies for discussing uncomfortable topics in terms of when and how to address during payer contract negotiations
    • Use listening and marking during negotiations to ensure discussions are impactful

    Sponsored by Rivet Health

    Continuing Education

    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.
    earning 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 watch the recording 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
    • CEU, generic continuing education credit

    For detailed continuing education credit information, click here.

    Doral Jacobsen

    Doral Jacobsen, MBA, FACMPE
    Consultant, MGMA
    Chief Executive Officer, Prosper Beyond

    Doral Davis-Jacobsen, MBA, FACMPE, is a Partner at Prosper Beyond LLC, a specialized healthcare consulting firm nestled in beautiful Asheville, North Carolina. Doral is a seasoned healthcare consultant with over 20 years of experience serving healthcare providers ranging from solo practitioners to large academic medical centers. She is a popular speaker and author, always looking around the corner to help her clients prepare for “what’s next.” Doral is known for assisting practices with next generation managed care contract negotiations, payment reform and revenue cycle. She is a Fellow in the American College of Medical Practice Executives. Doral serves as the Chair for the North Carolina MGMA Payer Contracting Committee 2022 - 2024.

    Doral has written numerous articles on medical practice revenue cycle, managed care contracting and payment reform and is a frequent speaker at national, regional and local healthcare forums. Doral is a co-author of MGMA’s book, Transitioning to Alternative Payment Models: A Guide to Next Generation Managed Care Contracting, published in October 2016.

    Technical Requirements

    This webinar consisted of a 60-minute pre-recorded presentation.

    You will receive informational emails with instructions to access the recording and related resources, as well as steps to claim continuing education credits.

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