Negotiating Skills for Changing Times


Course Overview


Course Quality Rating



Course Description

This course is provided by Tulane University School of Public Health and Tropical Medicine and will require a secondary login and/or registration.


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.


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Target Audience

None listed


Learning Objectives

Having completed 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

None listed





Credit /CEU

None available



7 weeks



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Course Publication Date

None listed