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Course Catalog

312.670.20 Negotiation in Health Care Settings

Department:
Health Policy and Management
Term:
1st term
Credits:
3 credits
Academic Year:
2019 - 2020
Location:
East Baltimore
Dates:
Mon 09/30/2019 - Wed 10/02/2019
Class Times:
  • M Tu W,  8:30am - 5:20pm
Auditors Allowed:
No
Grading Restriction:
Letter Grade or Pass/Fail
Contact:
Judith Holzer
Course Instructor:
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:

Participation 20%; Individual memo: 15%, Post negotiation write up: 15%, Video analysis: 25%, Final exam: 25%

Enrollment Restriction:

Part-time DrPH students in the Tsinghua cohort only

Instructor Consent:

Consent required for all students

Consent Note:

Section restricted to students in the Tsinghua DrPH cohort only

For consent, contact:

judith.holzer@jhu.edu

Special Comments:

This course will be offered over a-3 day period in Baltimore. Students are required to complete assignment prior to the start of class. The analysis critique will be due December 13, 2019.