The physician/hospital joint venture: developing a win/win strategy for success. Part III: Structuring and negotiating the deal.

This four part series, "The Physician/Hospital Joint Venture: Developing a Win/Win Strategy," examines the philosophical basis of marketing to physicians, the options for the organization in formulating a strategy for joint venture development, structuring and negotiating the deal, and finally how to build the physician loyalty and commitment essential for the joint venture's continued success. In this third part of the series, the author examines the elements essential to structure a successful joint venture and key issues that need to be addressed during the negotiation process.