Successful Negotiation in the New Contracts, 1st Edition

Author :
By Andrew Dearden, MBBCh, MRCGP, DFFM, DGM, DC
The new contract has much more in the way of discussion and negotiation between GP practices and LMCs and the PCOs, between practices and Acute Trusts, and between different practices than the old Red Book. Many GPs feel unskilled and ill prepared to ...view more
The new contract has much more in the way of discussion and negotiation between GP practices and LMCs and the PCOs, between practices and Acute Trusts, and between different practices than the old Red Book. Many GPs feel unskilled and ill prepared to take on this role of negotiating and are worried that they will not get the best deal, or will be taken advantage of.

Successful Negotiating in the New Contract outlines the basic elements of a successful negotiation. It tries to demystify the process, giving easy steps to follow, to help LMCs, GPs and their practice managers feel more capable of undertaking successful negotiations in the future.

Written in straightforward style, it gives an easy-to-follow set of steps to help the user through the negotiating process, including the actual contract meeting by giving helpful preparation hints, tips on strategy and behaviour, and what to do between meetings. The informal and highly readable chapters make this an essential read for all those involved in any aspect or amount of negotiating contracts under the New GP Contract.

Chapter coverage:

  • Anyone can do it
  • What to do before you get in "the room"
  • Prepare before the meeting
  • The meeting itself - basic skills
  • At the end - don't lose any gains you've made by sloppiness now
  • Learn from each negotiation
  • ·
  • Andrew Dearden is an expert on Enhanced Services within the new contract, having written and lectured widely on the subject. He has extensive experience in advertising on and participating in the negotiation of Local Development Schemes prior to the new contract negotiations. He is currently Chairman of GPC Wales and a member of the GPC negotiating team responsible for the New GP GMS Contract.
    ISBN :
    9780750688215
    Publication Date :
    23-03-2004
    Stock Status :
    Please allow 7-10 working days for delivery
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    The new contract has much more in the way of discussion and negotiation between GP practices and LMCs and the PCOs, between practices and Acute Trusts, and between different practices than the old Red Book. Many GPs feel unskilled and ill prepared to take on this role of negotiating and are worried that they will not get the best deal, or will be taken advantage of.

    Successful Negotiating in the New Contract outlines the basic elements of a successful negotiation. It tries to demystify the process, giving easy steps to follow, to help LMCs, GPs and their practice managers feel more capable of undertaking successful negotiations in the future.

    Written in straightforward style, it gives an easy-to-follow set of steps to help the user through the negotiating process, including the actual contract meeting by giving helpful preparation hints, tips on strategy and behaviour, and what to do between meetings. The informal and highly readable chapters make this an essential read for all those involved in any aspect or amount of negotiating contracts under the New GP Contract.

    Chapter coverage:

  • Anyone can do it
  • What to do before you get in "the room"
  • Prepare before the meeting
  • The meeting itself - basic skills
  • At the end - don't lose any gains you've made by sloppiness now
  • Learn from each negotiation
  • ·
  • Andrew Dearden is an expert on Enhanced Services within the new contract, having written and lectured widely on the subject. He has extensive experience in advertising on and participating in the negotiation of Local Development Schemes prior to the new contract negotiations. He is currently Chairman of GPC Wales and a member of the GPC negotiating team responsible for the New GP GMS Contract.

    Key Features
    • Written in straightforward style, with easy-to-follow steps to help the user through the negotiating process.
    • Discusses the the actual contract meeting.
    • Gives helpful preparation hints, tips on strategy and behaviour, and what to do between meetings.
    • Chapter coverage includes -
      Anyone can do it - What to do before you get in "the room" - Prepare before the meeting - The meeting itself - basic skills - At the end - don't lose any gains you've made by sloppiness now - Learn from each negotiation.

    Author Information
    By Andrew Dearden, MBBCh, MRCGP, DFFM, DGM, DC, Chairman of GPC Wales and Member GPC UK New GMS Contract Negotiating Team