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Negotiation in Health Care Settings

East Baltimore
3rd term
Health Policy and Management
3 credits
Academic Year:
2021 - 2022
Instruction Method:
Auditors Allowed:
Grading Restriction:
Letter Grade or Pass/Fail
Course Instructor:
Judith Holzer

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. Recognize negotiation theory and strategy across two-party and multi-party negotiations.
  2. Explain conflict management theory and strategy.
  3. Identify self-awareness of own negotiation behaviors and tendencies.
  4. Diagnose negotiation situations and apply the appropriate set of strategies.
  5. Diagnose and continuously adjust negotiation processes.
  6. Apply ethical and culturally-appropriate negotiation frameworks.
Methods of Assessment:

This course is evaluated as follows:

  • 25% Attendance, participation, and weekly negotiations
  • 10% Negotiation planning documents
  • 15% Peer observation
  • 5% Post-negotiation evaluation
  • 20% Self-assessment
  • 25% Final Exam

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:

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.