Payer-Provider Negotiation Simulation
Experience a high-stakes healthcare contract negotiation and discover how tension can unlock breakthrough value.
Keep This Page Open — You'll return here after each step to navigate through the simulation
The Case
A three-hospital health system (NorthRiver Health) faces contract expiration with its largest commercial payer (HorizonHealth Plan). The health system has sent a termination notice and threatens to go public tomorrow, disrupting 90,000+ patients.
Choose Your Role & Prepare
You'll have only 2 minutes to prepare
Read your case brief carefully and think about your strategy.
Select which side you'd like to represent in this negotiation:
Health System
Play as NorthRiver Health executive negotiating for better rates to ensure financial viability.
Health Plan
Play as HorizonHealth Plan executive balancing provider relationships with cost control.
âš¡ Important: When you begin your negotiation
After reading your case brief and clicking "Begin Your Negotiation," you'll see options for different scenarios. Choose "Round 1" to start with the time-pressured rate negotiation.
STOP HERE
Do not scroll past this point until you have completed Step 1
Complete Round 1, Then Enter the Value Zone
After completing your 8-minute Round 1 negotiation, return here and prepare for Round 2.
Round 2: Tension-Leveraged Discovery
In Round 2, you'll keep the same rate from Round 1 but explore integrative opportunities that dramatically increase value for both sides. You'll use "tension tokens" to embrace productive discomfort and unlock hidden possibilities.
💬 Continuing Your Negotiation
After reading the Round 2 instructions, return to your negotiation chat window and tell the AI: "I'm ready to begin Round 2."
Note: If you've closed the chat window, click the chat icon in the upper right corner and select your conversation from the chat history to continue where you left off.
STOP HERE
Do not scroll past this point until you have completed Step 2
Debrief & Learn
After completing both rounds, it's time to reflect on what you learned about tension, value creation, and the negotiation process.
Bonus: See How Others Negotiated
Want to see how the same case played out? Review sample negotiations from both rounds:
STOP HERE
Do not scroll past this point until you have completed Step 3
Ready to Transform Your Payer-Provider Negotiations?
This simulation is just the beginning. Get full access to the Breakthrough Negotiating for Payer-Provider Negotiations suite — including the complete training curriculum, advanced case studies, AI negotiation tools, and the entire Breakthrough Negotiating Training Center.
What You'll Get:
Complete Payer-Provider Negotiation Training
Full Breakthrough Negotiating Curriculum
AI Negotiation Coach & Simulations
Contract Analysis & Writing Tools
Industry-Specific Case Studies
Ongoing Expert Support
Join healthcare leaders transforming how they negotiate value-based agreements
Copyright Kevin Greene, Breakthrough Negotiating 2026.
BreakthroughNegotiating.com