312.670.11
Negotiation in Health Care Settings

Location
East Baltimore
Term
Summer Institute
Department
Health Policy and Management
Credit(s)
3
Academic Year
2018 - 2019
Instruction Method
TBD
Start Date
Saturday, June 16, 2018
End Date
Monday, June 18, 2018
Class Time(s)
M, Sa, Su, 9:00am - 5:30pm
Auditors Allowed
No
Available to Undergraduate
No
Grading Restriction
Letter Grade or Pass/Fail
Course Instructor(s)
Stacey Lee
Contact Name
Pamela Davis
Frequency Schedule
One Year Only
Next Offered
Only offered in 2018
Prerequisite
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
Enrollment Restriction
undergraduate students are not permitted in this course
Instructor Consent
No consent required