Negotiating Skills for Changing Times

Negotiating Skills for Changing Times

Course Overview

Course Quality Rating

Course Description
In today’s quickly changing, dynamic, and sometimes-volatile health care environment, negotiation skills are more important than ever before. In this course, participants will learn how to negotiate better agreements and resolve conflicts more effectively, while developing better inter-professional relationships in the process. Other specific topics include: selecting the best negotiation style, how to use time techniques effectively, ways to uncover the other party’s hidden agenda, how to neutralize emotionalism, the secret to protecting oneself against poor agreements, how framing and anchoring strategies can help get better outcomes, and when and how to make creative solutions, compromises and concessions. A proven six-step negotiation process is central to this course.

This course is provided by South Central Public Health Partnership and will require a secondary login and/or registration. Click the LAUNCH button below to start or be taken to the course.

Target Audience
Professionals seeking information on negotiation and conflict resolution skills.

Learning Objectives
Upon completion of this course, the learner will be able to:

  1. Identify the differences between hard, soft, and principled negotiation styles
  2. Apply strategies to neutralize emotionalism in themselves as well as the other party
  3. Define and apply the BATNA concept as a protection against poor agreements
  4. Apply framing strategies in ways that contribute to distributive or integrative outcomes
  5. Identify the three components of establishing a bargaining range
  6. Use the six-step negotiation process to reach better agreements and resolve conflicts more effectively, while improving inter-professional relationships
  7. Identify several mistakes that people commonly make when negotiating at an uneven table
  8. Know how to utilize power effectively during a negotiation when holding greater or lesser power than the other party
  9. Identify ways to use power strategies to create a more symmetrical power relationship at the negotiating table and thus achieve better outcomes

Council of Linkages Core Competencies for Public Health Professionals (COL)/COL Tier(s)
None listed

Professional/Disciplinary Competencies
Preparedness & Response Core Competencies

  • 1.2: Manage behaviors associated with emotional responses in self and others.
  • 1.3: Facilitate collaboration with internal and external emergency response partners.


Credit /CEU
None available

4 hrs

None listed

Course Publication Date
None listed