Transforming Healthcare Through Negotiation

A Guide to Success in Medicine, Care Delivery, and the Business of Health
1. Auflage 2025
ISBN: 978-1-032-37244-0
Verlag: Taylor & Francis Ltd

Buch, Englisch, 320 Seiten, Format (B × H): 178 mm x 254 mm, Gewicht: 453 g

In today's complex healthcare landscape, the ability to negotiate effectively across professional boundaries isn't just valuable—it's essential. Drawing on over a decade of experience as a healthcare attorney, court-appointed mediator, and Johns Hopkins professor, Stacey B. Lee, JD, introduces the revolutionary HEAR™ Approach (Healthcare-specific strategies, Empowerment, Acknowledgment, and Recasting)—a framework specifically designed for healthcare's unique challenges.

 

What sets this book apart is its "trilingual" approach. Unlike generic negotiation texts, Lee provides targeted strategies for mastering healthcare negotiations across three critical pillars:

 

·        Practice of Medicine (Operating Room): Navigating clinical protocols, interdisciplinary collaboration, and patient advocacy

·        Delivery of Care (Exam Room): Orchestrating care coordination, resource allocation, and service enhancement

·        Business of Health (Boardroom): Managing financial sustainability, strategic partnerships, and regulatory compliance

 

Through compelling real-world case studies—from implementing Enhanced Recovery After Surgery protocols to securing innovative pediatric cancer treatments—readers gain practical insights into transforming potentially adversarial healthcare leadership situations into collaborative problem-solving opportunities.

 

This comprehensive medical negotiation guide includes:

·        The Healthcare Negotiation Mapping Tool for identifying stakeholder priorities across pillars

·        The RESET technique for managing emotions during high-stakes discussions

·        Advanced strategies like Multiple Equivalent Simultaneous Offers (MESOs), Logrolling, and Contingency Agreements tailored for healthcare contexts

·        The Negotiation Planner and Trilingual Planner templates for systematic preparation

·        Tactical approaches for real-time negotiation management in hospital administration settings

 

Transform your approach to healthcare's most challenging conversations. Whether you're a physician negotiating treatment protocols, a nurse manager advocating for staffing resources, a healthcare executive aligning stakeholders across domains, a biotech leader navigating complex partnerships, a department head implementing new technologies, or an administrator driving organizational change, you'll find immediately applicable strategies that deliver measurable results while maintaining unwavering focus on patient care.

 

Published by Routledge Taylor & Francis, this evidence-based guide bridges theory and practice, offering practical solutions for healthcare's most challenging negotiations while prioritizing both exceptional patient care and organizational excellence.

Zielgruppe

Professional

Autoren/Hrsg.

Lee, Stacey B.

Fachgebiete

• Medizin | Veterinärmedizin Medizin | Public Health | Pharmazie | Zahnmedizin Medizin, Gesundheitswesen Public Health, Gesundheitsmanagement, Gesundheitsökonomie, Gesundheitspolitik
• Medizin | Veterinärmedizin Medizin | Public Health | Pharmazie | Zahnmedizin Medizin, Gesundheitswesen Krankenhausmanagement, Praxismanagement
• Wirtschaftswissenschaften Betriebswirtschaft Management Qualitätsmanagement, Qualitätssicherung (QS), Total Quality Management (TQM)
• Wirtschaftswissenschaften Wirtschaftssektoren & Branchen Gesundheitswirtschaft
• Rechtswissenschaften Wirtschaftsrecht

Inhaltsverzeichnis

Part I: Foundations of Healthcare Negotiation Introduction to Part I Chapter 1:  The HEAR Approach: An Overview of Transformative Healthcare Negotiations Chapter 2:  The Relational Mindset: The Foundation of the HEAR Approach Chapter 3:  Mastering Multifaceted Negotiations in and Across Healthcare’s Three Pillars Chapter 4:  Empowerment: Embracing Vulnerability, Knowledge, and Advocacy Chapter 5:  Acknowledgment: A Catalyst for Mutual Understanding and Shared Goals Chapter 6:  Recasting: Navigating New Realities Together Part II: Advanced Negotiation Strategies, Tactics, Planning Guides and Case Studies Introduction to Part II Chapter 7:  Advanced Negotiation Strategies for Complex Challenges Chapter 8:  Mastering Real-Time Negotiation Tactics Chapter 9:  The Negotiation Planner Case Study: Applying the Negotiation Planner Chapter 10:  The Trilateral Negotiation Planner 
Case Study: Applying the Trilateral Negotiation Planner Chapter 11:  Final Thoughts

Über Autor(innen)

Stacey Lee revolutionizes how healthcare leaders navigate negotiations across medicine, care delivery, and business through her innovative HEAR™ Framework. As a Professor at Johns Hopkins Carey Business School and the Bloomberg School of Public Health, she masterfully bridges healthcare law, business strategy, and negotiation theory to transform how professionals address complex challenges.

 

Drawing on her distinguished career as a securities litigator and in-house counsel for major healthcare corporations, Stacey developed the groundbreaking HEAR™ Approach—a comprehensive negotiation framework spanning the Practice of Medicine, Delivery of Care, and Business of Health pillars. As CEO of Praxis Pacisci, she has trained over 2,000 healthcare professionals and transformed practices at more than 125 healthcare institutions.

 

Her exceptional expertise has earned recognition as a Fulbright Specialist and numerous teaching excellence awards at Johns Hopkins, where she served as Academic Program Director for the Full-time MBA program and founding Faculty Director of the Teaching Excellence Initiative.

A compelling TEDx speaker on "Patient Voice," Stacey brings passionate advocacy for patient-centered healthcare to all her work. Her insights regularly appear in The Washington Post, CNN, CBS, Bloomberg Radio, and USA Today, where she provides expert commentary on healthcare negotiations and policy. Her groundbreaking research on pharmaceutical access and healthcare negotiations is published in the Yale Journal of Health Policy and Ethics, Journal of Business Ethics, and other leading publications.

 

Stacey's forthcoming book, Transforming Healthcare Through Negotiation (Routledge Taylor & Francis, Fall 2025), provides healthcare leaders with practical strategies for navigating complex negotiations while prioritizing exceptional patient care.