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Course Catalog

312.670.11 Negotiation in Health Care Settings

Department:
Health Policy and Management
Term:
Summer Inst. term
Credits:
3 credits
Academic Year:
2017 - 2018
Location:
East Baltimore
Dates:
Mon 06/19/2017 - Wed 06/21/2017
Class Times:
  • M Tu W,  8:30am - 5:30pm
Auditors Allowed:
No
Grading Restriction:
Letter Grade or Pass/Fail
Contact:
Pamela Davis
Course Instructor:
Frequency Schedule:
One Year Only
Resources:
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 Objectives:

Upon successfully completing this course, students will be able to:

  1. Use negotiation techniques to assess, plan and conduct effective two-party and multi-party negotiations
  2. Use conflict management techniques to assess and manage two-party and multi-party conflicts
  3. Identify behavioral elements of their own negotiation and conflict handling style and analyze the potential impact of various style elements
  4. Develop and apply strategies to strengthen use of negotiation and conflict management styles and techniques
  5. Analyze others’ behavior in negotiation and conflict and apply strategies that are effective responses to those behaviors
  6. Apply ethical frameworks when engaging in negotiation
Methods of Assessment:

Attendance and class participation 20%; Individual Memo 15%; Post-Negotiation Write Up 15%; Video Negotiation Analysis 25%; Final Exam 25%.

Enrollment Restriction:

undergraduate students are not permitted in this course

Instructor Consent:

No consent required