The Art of Negotiation

December 2008
HealthLeaders Magazine;Dec2008, Vol. 11 Issue 12, p51
The author talks about the art of negotiation for chief information officers (CIOs) handling contracts in healthcare systems. She notes that the process of negotiating a contract with a vendor stands as one of the most important duties of a CIO. According to Diane Carr of the North Bronx Healthcare Network in New York, she makes sure of the services that she expects before engaging in negotiations. Mac McClurkan of the HealthEast Care System in Minnesota stresses that CIOs need to avoid the use of boilerplate language in the contracts.


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