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Negotiation in Health Care Settings

East Baltimore
Winter Institute
Health Policy and Management
Academic Year
2023 - 2024
Instruction Method
Start Date
Wednesday, January 3, 2024
End Date
Friday, January 5, 2024
Class Time(s)
W, Th, F, 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
Next Offered
Only offered in 2023
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
Special Comments

This course will be offered in person during the Winter Institute. Required readings will be posted and students are required to read the materials before the start of the class. Final assignments are due no later than February 2, 2024.