The new contract has much more in the way of discussion and negotiation between GP practices and LMCs and the PCOs, between practices and Acute Trusts, and between different practices than the old Red Book. Many GPs feel unskilled and ill prepared to take on this role of negotiating and are worried that they will not get the best deal, or will be taken advantage of.

Successful Negotiating in the New Contract outlines the basic elements of a successful negotiation. It tries to demystify the process, giving easy steps to follow, to help LMCs, GPs and their practice managers feel more capable of undertaking successful negotiations in the future.

Written in straightforward style, it gives an easy-to-follow set of steps to help the user through the negotiating process, including the actual contract meeting by giving helpful preparation hints, tips on strategy and behaviour, and what to do between meetings. The informal and highly readable chapters make this an essential read for all those involved in any aspect or amount of negotiating contracts under the New GP Contract.

Chapter coverage:

Anyone can do it

What to do before you get in "the room"

Prepare before the meeting

The meeting itself - basic skills

At the end - don't lose any gains you've made by sloppiness now

Learn from each negotiation

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Andrew Dearden is an expert on Enhanced Services within the new contract, having written and lectured widely on the subject. He has extensive experience in advertising on and participating in the negotiation of Local Development Schemes prior to the new contract negotiations. He is currently Chairman of GPC Wales and a member of the GPC negotiating team responsible for the New GP GMS Contract.