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Negotiations in academic medicine


WATCH (Women Physicians and Scientists at Children’s Hospital) is proud to present this year’s WATCH Grand Rounds: Negotiations in Academic Medicine

Presented by
Alexandra Mislin, PhD
Associate Professor, Department of Management
Kogod School of Business, American University

Health professionals negotiate every day, almost constantly, with patients, families, colleagues, and also outside third parties. Yet they receive almost no formal instruction in how to negotiate.

This presentation will provide an overview of recent negotiation research as well as the role of negotiation in medicine. It will address common barriers to negotiation and review basic bargaining techniques designed to help improve negotiation outcomes. The presentation will also introduce the concept of principled negotiation, an interest-based approach to negotiation designed to help bring parties together in a constructive way and shift the negotiation dynamic from win-lose to win-win.

Learning Objectives
Attendees of this session will be able to:

  1. Identify the important role of negotiation for career development and every day interactions at work.
  2. Recognize and avoid some common pitfalls leading to missed opportunities or suboptimal agreements.
  3. Describe a basic framework for understanding and evaluating negotiation and conflict situations.

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