INTRODUCTION TO HEALTH CARE NEGOTIATION

The topic of health care continues to capture the attention of the nation in ongoing debates fueled by rising costs, overutilization and the implementation of much needed reforms (Affordable Care Act). As the healthcare industry continues to rapidly evolve, it provides immense opportunities for learning and applying concepts, theories and research related to negotiation and conflict resolution in procurement of medical devices and difficult conversations such as advanced directives to name a few. This course is applicable not only to students pursuing careers in health care, but is also designed for students who are interested in applying negotiation skills that they have learned in an environment that can be emotionally charged and conceptually complex. 

Throughout this course students will be given the opportunity to apply the skills they have learned from previous classes as well as solidify key concepts including but not limited to negotiation preparation, quantitative/qualitative analysis, influence, social cognition, asymmetrical information, and conflict resolution in a healthcare context. This course is designed to challenge each student to harness their critical thinking skills, uncover nuances and recognize the complexities associated with multiparty negotiations in healthcare. This course aims to enable students to develop and implement strategic processes that help bring parties together and promote new perspectives that will bridge the gap between the classroom and real-life scenarios. 

During the course, students will gain insight into the history of the US healthcare system as well as the changing dynamics associated with the Health Care Reform, and end of life discussions. This course will emphasize the role of negotiations from multiple perspectives and will utilize an expert panel videos of such subject matter experts as hospital administrators/executives, physicians and medical device manufacturers in order to provide historical case studies as well as review real-life negotiations. Students will actively engage in negotiation planning and role plays, read case studies and other materials about negotiation and the healthcare field, as well as, use industry software to help them prepare for negotiations.