312.670.01
Negotiation in Health Care Settings
Location
East Baltimore
Term
4th Term
Department
Health Policy and Management
Credit(s)
3
Academic Year
2024 - 2025
Instruction Method
In-person
Friday, 1:30 - 4:20pm
Auditors Allowed
Yes, with instructor consent
Available to Undergraduate
No
Grading Restriction
Letter Grade or Pass/Fail
Course Instructor(s)
Contact Name
Frequency Schedule
Every Year
Resources
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:
- Use negotiation techniques to assess, plan and conduct effective two-party and multi-party negotiations
- Use conflict management techniques to assess and manage two-party and multi-party conflicts
- Identify behavioral elements of their own negotiation and conflict handling style and analyze the potential impact of various style elements
- Develop and apply strategies to strengthen use of negotiation and conflict management styles and techniques
- Analyze others’ behavior in negotiation and conflict and apply strategies that are effective responses to those behaviors
- 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
Enrollment restricted to MHA program students only