Análise das estratégias de negociação para renovação do contrato de plano de saúde empresarial: um estudo de caso em uma operadora de saúde paranaense

Abstract

Nowadays, we couldn’t leave to talk about negotiation, cause all the time we’re negotiating, whether in professional or personal live, and to stay well prepared to negotiate shoud be a goal for everybody. In this work, are presents some reviews of the literature that shows some negotiation techniques and models, and as we are talking about health plans, a brief history of the regulatory agency that guides healthcare operetors is shown. In addition, a questionnaire was prepared e answered by the company’s relationship consultants, that is talk of the importance of being well prepared and transmitting confidence in negotiatons, to suceed in then. In the analysis, it was evidenced that the best negotiation is where the both parts has advantages, the só-called win-win process.