Outpatient Surgery Magazine - Subscribers

Get Patients to Pay Up - May 2015 - Outpatient Surgery Magazine

Outpatient Surgery Magazine, providing current information on Surgical Services, Surgical Facility Administration, Outpatient Surgery News and Trends, OR Excellence and more.

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2 7 M A Y 2 0 1 5 | O U T P A T I E N TS U R G E R Y. N E T position and motivations on deal points is to directly ask them their rationale for what they're offering or seeking. Once you know the other party's thought process and justifications, rather than just the outcome they desire, you can better adjust your strategy and response to coincide with their position. For example, in a scenario where the other party is requiring some advance payment that doesn't sit well with you, you might find out that they need the funds at this initial juncture to fund required material or other costs in order to put the arrangement in motion. Once you understand the logic behind requests and demands relating to a deal structure, you're better able to control discussions and create agreeable terms. Is there any reason you can't? This is a great question to ask when you know the other party is avoiding or rejecting your offer for no legitimate reason or not having thought it through well enough. Sometimes people make shallow excuses for why they can't do something or shoot down an idea with short-sighted objections. Most often, when the question is asked this way, the other party has a hard time coming up with truly legitimate reasons that effectually negate your argument or offer. In instances where the other party does happen to come up with a viable objec- tion, you now have the opportunity to directly address, and hopefully overcome, that objection with sound reasoning of your own. Why do you think this is a fair and reasonable term or condition? A fair and reasonable term or condition, such as a price, propos- al or provision, can be defined as what's prudent under competitive market conditions, given a reasonable knowledge of the marketplace. Fair implies a proper balance of conflicting or divided interests. 2 3

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