Date of Conferral
Doctor of Business Administration (D.B.A.)
James R. Glenn
Failure to successfully negotiate contracts can have negative impacts on business survivability. Contract negotiations are ways medical suppliers and hospitals establish mutually beneficial relationships to increase profitability and longevity while innovating to improve patient care. Grounded in the resource dependency theory and the grand theory of negotiation, the purpose of this qualitative multiple case study was to explore strategies used by Texas physician preference item (PPI) suppliers to successfully negotiate contracts with hospitals to improve profits and sustain their small business beyond 5 years. The participants comprised 11 small business leaders in Texas who successfully negotiated contracts with hospitals to improve profits and sustain their small business beyond 5 years. Data were collected using semistructured interviews along with the review of organizational documents. Through content analysis, five major themes emerged: building trustful and mutually beneficial relationships; research and experience; positive, confident, and patient attitudes and behaviors; communication skills; and flexible and compromising strategies. A key recommendation is for PPI suppliers to establish strong verbal and nonverbal communication skills for successful negotiation processes. The implications for positive social change is the potential for small business growth to supporting employment and fuel the economy and medical device innovation to improve healthcare outcomes for hospitals and patients.
McCoy, Patricia Gale, "Strategies for Small Businesses Negotiating Contracts with Hospitals" (2020). Walden Dissertations and Doctoral Studies. 9771.