Contract Negotiation - 10 Ways We Sabotage Ourselves

Speaker: Michael Bohon, CMRP, CPSM, Managing Director, HealthCare Solutions Bureau
Moderator: Tim Greiner, CMRP

Overview: Negotiation is a combination of art and science. If we do not achieve a successful outcome, we usually blame the poor result on others. Instead we should look in the mirror and ask ourselves where we may have failed and need to improve. In the evolving world of the healthcare supply chain we are finding a transition from complete dependence on GPO contracts to more locally negotiated contracts and even self-contracting operations. With that change underway we must reflect on and understand how we can strengthen our performance in the negotiation process. This refers to not only the individual, but the organization. This presentation will address at least ten proven ways to stop inflicting injury on your process and improve your results.

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This presentation was recorded October 14, 2009.

Bio

Michael Bohon, CMRP, CPSM
Michael Bohon, CMRP, CPSM is the Managing Director of the HealthCare Solutions Bureau. His business background includes 41 years in supply chain management including the last 22 years in healthcare.

In addition to speaking and providing consulting services Bohon has been teaching the subject of negotiation to business professionals for over 10 years. He is a seminar instructor for the Institute for Supply Management (ISM) and has developed business and supply management courses for ISM and the University of Arizona.

His work, "Power Negotiations - Using Your Powers of Influence and Persuasion", was recently published by ISM.