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Negotiation in Health Care Settings

Course Status

Summer Institute
Health Policy and Management
Academic Year
2023 - 2024
Instruction Method
Synchronous Online
Start Date
Thursday, June 1, 2023
End Date
Monday, June 5, 2023
Class Time(s)
Monday, 9:00am - 5:00pm
Auditors Allowed
Available to Undergraduate
Grading Restriction
Letter Grade or Pass/Fail
Course Instructor(s)
Contact Name
Frequency Schedule
One Year Only
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
undergraduate students are not permitted in this course
Special Comments

This course will be offered synchronously for 3 days, via Zoom. Students are required to complete readings prior to the start of the course. The final assignments will be due no later than August 4, 2023.