312.664.01
Interest-Based Negotiation: Preparation Analysis and Practice
Location
East Baltimore
Term
4th Term
Department
Health Policy and Management
Credit(s)
2
Academic Year
2012 - 2013
Instruction Method
TBD
Start Date
Friday, April 12, 2013
End Date
Saturday, April 13, 2013
Friday, 1:30 - 7:30pm
Saturday, 8:30am - 5:00pm
Auditors Allowed
No
Available to Undergraduate
No
Grading Restriction
Letter Grade or Pass/Fail
Course Instructor(s)
Catherine Morrison
Edward Speedling
Contact Name
Frequency Schedule
Every Year
Resources
Introduces the elements of interest-based negotiation and assists participants in developing the skills used in this negotiation model. Specific topics included are: the elements of interest-based negotiation, assessing a negotiation, communication skills for the negotiator, the human aspects of negotiation -- building or repairing interpersonal relationships, the use of negotiation as a conflict management tool, and discovering personal conflict handling skills. Many interactions associated with health care delivery, from contracting for services to delivering individual patient care, are a series of negotiations. The cases and examples used in this program will be drawn from actual experiences of the instructors in clinical and health care management settings, e.g. conflict among members of the health care team, provider/patient conflict, negotiation in a cost reduction environment, health care system mergers, and managed care contracting. The teaching methods will include didactic p
Learning Objectives
Upon successfully completing this course, students will be able to:
- Insight into their preferred styles of conflict management, and an appreciation for a variety of approaches and options which are open to them and the basis upon which to select one over another.
- Discussing a tested model for negotiating differences and conflicts which emphasizes discovering of interests – ours and theirs – and the joint pursuit of mutual gain rather than excessive competitiveness and self absorption.
- Skill building resultant from participation in case analysis and role playing within realistic situations of conflict.