Using Negotiation in Practice Management

Description:  Use negotiating concepts such as positions, interests, BATNA, and reservation price to negotiate more effectively with partners, nurses, patients, administrators, vendors, insurers, practice managers and others. Negotiate for long-term success, so you don't win the battle and lose the war. This course utilizes "The Physician Managers Handbook The 2nd Ed." (Chapter 8) which must be purchased independently of this course. We recommend www.physicianmanagershandbook.com or www.bestbookbuys.com to locate the book. This is a class in a series (11 courses total) all using the same text. Author: Robert J. Solomon, Ph.D. is Professor of Business Administration in the Mason School of Business, The College of William & Mary, Williamsburg, Virginia. He is author of the books The Physician-Manager's Handbook, The Physician-Manager's Handbook 2nd Edition, and Clinical Practice Management. He has managed an outpatient practice providing psychiatric, psychological, and clinical social work services and is a licensed industrial psychologist. He wrote a monthly column on medical business issues for American Medical News for six years, and has published over thirty refereed journal papers and conference proceedings including publications in Journal Of Health Care Marketing, Journal Of Medical Practice Management, and Archives Of Ophthalmology. Dr. Solomon has conducted physician leadership development programs for over fifty health care systems nationwide. These programs have focused on physician leadership, change management. Many license boards permit a portion of renewal credits for approved practice enhancement courses. Contact your licensure board to determine if you are eligible.

Objectives:

1. Participants will be able to identify your interests in a negotiation, so you can develop more creative and effective positions.

2. Participants will be able to develop more effective BATNAs or negotiation options, so you will have more power in the current negotiation

3. Participants will be able to use different negotiation strategies depending upon whether you are in an integrative or distributive negotiation situation.

4. Participants will be able to better negotiation outcomes including leaving the negotiation with a satisfactory working relationship with those whom you must continue to interact.

CE Credits: 1

Agenda:

Hour One: The art of negotiation

Methods: Pre-test, Study guide, Posttest and Evaluation Q&A by email

CE Broker#: Online: 20-179258

Content Area: Practice management

Purpose: Provide instruction for health care practitioners on practice management skills. Target Audience: All health care practitioners who manage health care practice.