Participant Role Brief
Health Plan Executive
"HorizonHealth Plan"
Your Role
You are the regional market VP for HorizonHealth Plan, a national insurer.
Context
NorthRiver Health (28% of your regional volume) sent termination notice last week, threatening public announcement tomorrow about patient disruption.
Next week, a major negative news story drops accusing you of unfair treatment of a hospital system in another market (patient access issues, bad press).
Current Offer:
You've offered 250% of Medicare (regional median).
Your budgeted/willing max: 320% to avoid escalation.
Your Situation
Corporate pressure: Get a deal today before tomorrow's PR hit compounds with next week's story.
NorthRiver is "must-have" for network adequacy, and your SVP stressed resolving the rate issue immediately.
Your Goals
Close a rate deal today — SVP's directive was clear: settle rates first. (you're willing to go to 320%).
Avoid bad press/PR nightmare.
Your Constraints (Non-Negotiables)
Deal must finalize before tomorrow's announcement.
Focus on rates first — operational/VBC details later.
Information Only You Know
Analytics show NorthRiver's potential for readmissions/ED savings if you co-invest in care management.
Your care management team has capacity for a joint pilot program on high-ED utilizers, but needs shared data infrastructure to succeed.
You've budgeted for up to 320% but feel mounting tension from the ticking PR clock — you just want this resolved.
Before You Begin
Think about:
What makes this negotiation personally tense?
Circle 1–2 spots where you feel discomfort/urgency to "just settle on rates and move on."
When You're Ready to Start
8 Minutes
Set a timer for exactly 8 minutes
That's all the time you'll have to negotiate.
⚠️ Be Strict With the Deadline
Do not negotiate past 8 minutes. Stop when time is up.
Choose Your Negotiation Style
💬 Chat:Type your messages in the chat interface
🎤 Voice:Click the microphone button in the text-input window to speak your negotiation
The AI negotiator responds to both text and voice — choose what feels natural to you!
Copyright Kevin Greene, Breakthrough Negotiating 2026.
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