INTEREST-BASED NEGOTIATION: PREPARATION ANALYSIS AND PRACTICE Syllabus
Course Learning ObjectivesThe goal of the course is to guide student-learners in understanding both the personal and intellectual challenges to becoming effective practitioners of principled negotiation and competent managers of conflict that are typical in today’s health care environment. At the end of the course, student-learners will achieve the following: • Insight into their preferred styles of conflict management, and an appreciation for a variety of approaches and options which are open to them and the basis upon which to select one over another. • Understanding a tested model for negotiating differences and conflicts which emphasizes discovering of interests – ours and theirs – and the joint pursuit of mutual gain rather than excessive competitiveness and self absorption. • Skill building resultant from participation in case analysis and role playing within realistic situations of conflict.
Introduces the elements of interest-based negotiation and assists participants in developing the skills used in this negotiation model. Specific topics included are: the elements of interest-based negotiation, assessing a negotiation, communication skills for the negotiator, the human aspects of negotiation -- building or repairing interpersonal relationships, the use of negotiation as a conflict management tool, and discovering personal conflict handling skills. Many interactions associated with health care delivery, from contracting for services to delivering individual patient care, are a series of negotiations. The cases and examples used in this program will be drawn from actual experiences of the instructors in clinical and health care management settings, e.g. conflict among members of the health care team, provider/patient conflict, negotiation in a cost reduction environment, health care system mergers, and managed care contracting. The teaching methods will include didactic p
any student interested in this subject matter
Methods of Assessment
Grading Policy: Student evaluation based on class participation and written analysis.
Grading Restrictions: Letter grade
Academic Ethics Code
The code, discussed in the Policy and Procedure Memorandum for Students, March 31, 2002, will be adhered to in this class:
Students enrolled in the Bloomberg School of Public Health of The Johns Hopkins University assume an obligation to conduct themselves in a manner appropriate to the University's mission as an institution of higher education. A student is obligated to refrain from acts which he or she knows, or under the circumstances has reason to know, impair the academic integrity of the University. Violations of academic integrity include, but are not limited to: cheating; plagiarism; knowingly furnishing false information to any agent of the University for inclusion in the academic record; violation of the rights and welfare of animal or human subjects in research; and misconduct as a member of either School or University committees or recognized groups or organizations.
Disability Support Services
If you are a student with a documented disability who requires an academic accommodation, please contact Betty H. Addison in the Office of Student Life Services: firstname.lastname@example.org, 410-955-3034, or 2017 E. Monument Street.