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312.670.01
Negotiation in Health Care Settings

Location:
East Baltimore
Term:
4th term
Department:
Health Policy and Management
Credits:
3 credits
Academic Year:
2019 - 2020
Class Times:
  • Friday,  1:30 - 4:20pm
Auditors Allowed:
Yes, with instructor consent
Grading Restriction:
Letter Grade or Pass/Fail
Course Instructor :
Contact:
Stacey Lee
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:

This course is evaluated as follows:

  • 20% Participation
  • 15% Written Assignment(s)
  • 15% Written Assignment(s)
  • 25% video Analysis
  • 25% Final Exam

Enrollment Restriction:

undergraduate students are not permitted in this course

Instructor Consent:

No consent required