How do I successfully negotiate with health insurance companies about remuneration systems and responsibilities in care even if my negotiation partner is considerably more powerful? Our negotiation training is our most frequently held but this workshop for managers of the German Red Cross in the area of care services was special: we were faced with the task of adapting our negotiation training to the rather tough ways of the healthcare industry.
It comes as no surprise that negotiation trainings are in high demand: no matter whether privately or professionally, people are constantly negotiating, but not always with satisfying results. Therefore, there is a rather ubiquitous need to learn negotiation techniques.
The managers of the German Red Cross (DRK) want to be able to negotiate more successfully in the regular negotiation rounds with the almighty health insurance companies.
As in all negotiation trainings, the first part focussed on the key distinction between positional and interest-based negotiation. During several practical exercises the participants personal negotiation skills were trained, thereby demonstrating that not every negotiation result has to be a zero-sum game. Often, negotiation partners are unaware that there are some common interests and that win-win solutions are possible. We paid particular attention to the ability to develop options and compromise solutions with more powerful partners, i.e. in this case the health insurance companies.
The second part focussed on negotiations between several negotiation delegations. Along the succession of the most important negotiation phases, different aspects of complex negotiations were examined more closely and tested in exercises. It was the participants’ wish to focus on the key importance of good preparation as well as on the identification of the so-called BATNA, i.e. the available options in case the negotiations fail, as well as ways to improve these options. Input and feedback phases repeatedly complemented these exercises and helped to consolidate what had been learnt.
Health insurance companies are likely to remain rather powerful, but after this training, the participants felt they had gained strength for the next round of negotiations.
Facts + Figures
Members of the German Red Cross, in the area of care services
- Learning key negotiation skills in bilateral as well as multilateral negotiations
German Red Cross (Deutsches Rotes Kreuz)
planpolitik conducted a training seminar for 15 experienced nursing fee brokers. Even rather specific questions relating to our industry were answered competently and the atmosphere was always relaxed. I have already recommended planpolitik to others.
Andreas Elvers, DRK-Generalsekretariat