Negotiation: Reaching Agreement when Relationships Matter

A Two-Day Negotiation Workshop for Healthcare Settings



Healthcare delivery has become so complex that no single person can solve a problem – be it patient care, administration or management – and people need to work within and across teams and organizations to make decisions.  We are dependent on teamwork, communication and collaboration for effective performance. Too often people don’t know how to get their own needs met while at the same time meeting organizational expectations and supporting other team members; in the process, important relationships may be damaged.

However, when you know how to negotiate effectively, there are many opportunities to achieve personal and team goals, improve relationships, and collaborate across organizational cultures to create positive outcomes for peers, other staff, patients, and your whole organization. This training is based on principles of interest-based negotiation that have been used successfully to reach agreement on issues as small as trading shifts, and as important as how to design clinical protocols or resolve sentinel event disputes.

Through experiential learning you will be able to apply what you learn immediately on the negotiations you engage in every day.

Designed for people in healthcare settings, and led by William Logue and Paddy Moore – nationally recognized trainers, negotiators and consensus-builders – the course teaches negotiation skills with opportunities for personal feedback. Participants will learn a step-by-step process for achieving better outcomes through understanding:

            •  How to identify interests – yours and theirs; and the rest of        

            •  How to understand different negotiating styles;

            •  How to avoid common negotiator mistakes and barriers;

            •  How to deal with difficult people and emotions;

            •  How to share information without undermining your goals;

            •  How to collaborate within constraints and across institutional cultures.

Negotiation Training: Reaching Agreement When Relationships Matter will be offered from 8:30 to 5:30 p.m. on June 19 and 20, 2012.  Participants must attend both days of the workshop. Space limited to 28 participants; register early.

Please complete the Registration and Questionnaire form and mail it with payment of $500 to the address on the form. For more information, please contact Jennifer Brown, Esq., Co-Director of the Quinnipiac Center on Dispute Resolution, 203-582-3246.

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