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Advanced
Negotiating
Learn
what it takes to become an expert negotiator
A
healthcare organization's long-term success hinges on
its ability to develop long-lasting, mutually beneficial relationships.
Learn how to negotiate such arrangements in this sequel to
ACHE's highly acclaimed program "Process
and Technique of Negotiating." This seminar will help
you hone your expertise, increase your confidence, and learn
how to achieve winning agreements for all parties at the negotiating
table. Participants will build on the introductory program's
success and make use of actual case examples and practice
negotiations involving issues relevant to today's healthcare
environment.
This
seminar is available only as an ACHE On-Location Program.
Click here for more information on this service!
You'll
Learn To
- Understand and use interest-based negotiating to develop
an advanced negotiating approach that results in long-lasting,
beneficial agreements for all parties.
- Develop expert skills in negotiating relationships for
future transactions.
- Bring multiple parties to the negotiating table and create
mutually acceptable agreements.
- Turn conflict into agreement by understanding the nature
and scope of conflict as well as escalators and de-escalators.
Seminar
Content
- A review of the basic negotiation process, including five
key elements for ensuring a successful agreement, and evaluation
of negotiating styles.
- Elements necessary to an environment for successful negotiating,
such as trust, recognition of needs, alignment of objectives,
and conflict management.
- Advanced negotiation techniques, including the presentation
of persuasive arguments, development of strong listening
skills, creation of value-added partnerships, and treatment
of non-negotiators and hard-ballers.
- Explanation of negotiation dynamics in a capitated marketplace.
Seminar
Leader
Christopher
L. Laubach
Christopher
Laubach is the president of the Center for Management Programs,
a training and consulting firm based in Agoura Hills, CA,
providing educational programs to healthcare industry organizations.
An educator and consultant for more than 15 years, Mr. Laubach
is frequent lecturer and teacher on negotiation, working with
more than 6,000 healthcare personnel. He has researched and
developed case studies used in many ACHE seminars. Mr. Laubach
has written numerous publications, including the book Mastering
the Negotiation Process: A Practical Guide for the Healthcare
Executive. He also leads the ACHE seminars "Process
and Technique of Negotiating" and "Managing
Healthcare Facility Design and Construction Programs."
Continuing Education Credit
In
addition to the 12 Category I (ACHE education) credits
assigned to this seminar, ACHE is accredited by other organizations
to provide continuing education credit. For
complete information about these organizations, click
here. |
