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312.664.01
Interest-Based Negotiation: Preparation Analysis and Practice

Course Status
Cancelled

Location
East Baltimore
Term
4th Term
Department
Health Policy and Management
Credit(s)
2
Academic Year
2013 - 2014
Instruction Method
TBD
Auditors Allowed
No
Available to Undergraduate
No
Grading Restriction
Letter Grade or Pass/Fail
Contact Name
Frequency Schedule
Every Year
Description
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