Fundamentals of Effective Health Care Contract Negotiations

Jennifer Hutchens presented at the American Health Law Association's annual Fundamentals of Health Law program. Her presentation covered:

• The importance of negotiations in health care contracts.
• A framework for approaching health care contract negotiations, including negotiation techniques.
• Strategies for understanding the client and the counterparty, and discuss how to approach deal leverage.
• Health care legal, regulatory and operational considerations that may inform negotiations.
• A case study (physician-private equity integration) to explain how real-life contract “deal points” can be effectively negotiated.