Negotiation Mastery and Fair Market Value: Building Data-Driven Agreements in a Changing Healthcare Economy

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20 May

Negotiation Mastery and Fair Market Value: Building Data-Driven Agreements in a Changing Healthcare Economy

Negotiation Mastery and Fair Market Value: Building Data-Driven Agreements in a Changing Healthcare Economy

Wednesday, May 20, 2026 (12:00 AM to 11:59 PM)
1.0 PDCs
Provider: MGMA
Course Name: Negotiation Mastery and Fair Market Value: Building Data-Driven Agreements in a Changing Healthcare Economy

Speaker: Dawn Plested, FACHE, MBA, JD, ESQ
Program Type: Videoconferences, webcasts, audiocasts, podcasts, eBooks, self-directed E-Learning
Registration URL: https://www.mgma.com/webinars/negotiation-mastery-and-fair-market-value

Email Details

This 60-minute webinar will provide you with the knowledge to: - Apply FMV principles to provider compensation, administrative agreements, and service arrangements - Analyze how regulators and valuators assess commercial reasonableness, as well as benchmark data to inform negotiation strategy - Implement practical negotiation techniques to develop sustainable, data-driven agreements that align organizational strategy, provider incentives, and financial stewardship

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As hospitals, health systems, and physician groups face mounting financial and regulatory pressure, understanding the intersection of negotiation strategy and Fair Market Value (FMV) is essential. This session demystifies FMV concepts and equips participants with practical tools to negotiate compensation and service agreements that remain compliant and competitive. Using real-world examples, benchmarking insights, and case scenarios drawn from MGMA consulting engagements, attendees will learn how to apply data effectively, identify value beyond pure wRVUs, and navigate the financial, operational, and legal considerations that shape high-stakes negotiations. Whether you are negotiating a medical directorship, PSA, or provider compensation redesign, this session will help you approach the table with clarity, confidence, and a grounded, evidence-based framework.