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Course Catalog

312.664.01 Interest-Based Negotiation: Preparation Analysis and Practice


Health Policy and Management
4th term
2 credits
Academic Year:
2013 - 2014
East Baltimore
Auditors Allowed:
Grading Restriction:
Letter Grade or Pass/Fail
Mary Wisniewski
Course Instructors:

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

Methods of Assessment:

Student evaluation based on class participation and written analysis.

Instructor Consent:

Consent required for all students

Consent Note:

Consent is required because of enrollment maximum.

For consent, contact: