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Course Catalog

312.670.13 Negotiation in Health Care Settings

Department:
Health Policy and Management
Term:
Winter Inst. term
Credits:
3 credits
Academic Year:
2019 - 2020
Location:
East Baltimore
Dates:
Wed 01/08/2020 - Fri 01/10/2020
Class Times:
  • W Th F,  8:30am - 4:50pm
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:

This course is evaluated as follows:

  • 20% Participation
  • 15% Individual Memo
  • 15% Written Assignment(s)
  • 25% Video Negotiation Analysis
  • 25% Final Exam

Enrollment Restriction:

undergraduate students are not permitted in this course

Instructor Consent:

No consent required

Special Comments:

The course is offered over a three day period in Baltimore. There are pre-readings required to be completed before the start of the course. Final exam is due by February 7, 2020.