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Course Catalog

312.670.01 NEGOTIATION IN HEALTH CARE SETTINGS

Term: 4th term
Credits: 3 credits
Contact: Stacey Lee
Academic Year: 2013 - 2014
Course Instructor:
Description:

Addresses the basic skills needed for effective negotiation of business relationships in health care and other settings. Focuses on understanding and developing a systematic approach to preparing for, structuring, and negotiating key business relationships. Presents basic process and conflict management skills needed for effective negotiation of business relationships in health care. Also explores the ethics of negotiation.

Learning Objective(s):
Upon successfully completing this course, students will be able to:
Use negotiation techniques to assess, plan and conduct effective two-party and multi-party negotiations
Use conflict management techniques to assess and manage two-party and multi-party conflicts.
Identify behavioral elements of their own negotiation and conflict handling style and analyze the potential impact of various style elements.
Develop and apply strategies to strengthen use of negotiation and conflict management styles and techniques.
Analyze others’ behavior in negotiation and conflict and apply strategies that are effective responses to those behaviors.
Apply ethical frameworks when engaging in negotiation.

Methods of Assessment: Class participation 30%; Individual Negotiation and Analysis Critique 40%; Employment and Compensation Negotiation Exercise 15%; Negotiation Preparation and Assessment Exercise 15%
Location: East Baltimore
Class Times:
  • Friday 1:30 - 4:20
Enrollment Minimum: 10
Enrollment Restriction: undergraduate students are not permitted in this course
Instructor Consent: No consent required
Auditors Allowed: No
Grading Restriction: Letter Grade or Pass/Fail