Negotiating payment for new technology purchases.

The use of new technology in an existing healthcare service can have a far-reaching impact on a hospital's financial health. An understanding of the financial impact of a service before new technology is added is helpful in preparing to negotiate for appropriate payment for the new technology. The indirect financial impact of new technology on related and unrelated healthcare services should be projected for use in managed care negotiations. Managed care payers seek proof of immediate savings when deciding on payment increases for new technology.