When:	March 18, 2005 - Friday, from 8:30 a.m.– 4:00 p.m.
Where:	1010 Corporation Way Palo Alto, CA 94303
To Register:	(650) 723-6366
Email:	cecenter@stanfordmed.org
Fee:	$135.00 (Lunch Included)
Credits:	7.0 CE Hrs

BBS Credits:   7.0 CE Hrs.

With budget constraints and the intense need to retain experienced professionals, organizations can no longer afford an environment that fosters unproductive competition between individuals, departments, or groups.  Negotiation skills are critical to daily operations and delivering safe care.

This interactive program will review the components of effective negotiations and how to respond to power-plays and strategic positioning within a negotiation. Whether discussing plans-of-care, schedule changes or complex projects, negotiating clear agreements can promote a healthy work environment and foster working relationships.

The program will examine how professional training and healthcare cultures and business structures affect negotiating.

Drawing on actual clinical scenarios, participants will practice necessary skills, including moves and turns, listening for and surfacing issues that are impeding progress, identifying and balancing interests to reach lasting agreements, and recognizing and responding to impasse and other barriers to effective negotiation.

Program Highlights:

• The differences between position- or power-based negotiation and interest-based negotiation
•  “Moves” and “turns” and how to respond to personal attacks during a negotiation
• How to reframe inflammatory statements
• Methods for getting key people to the table
• Techniques for surfacing interests, needs, and identity issues during a negotiation

Faculty:

Debra Gerardi, RN, MPH, JD is President and CEO of Health Care Mediations, Inc., providing mediation, training, and systems design services internationally. She is a licensed critical care nurse with more than 15 years of clinical and administrative experience in academic health care organizations, and has performed as a professional improvisational comedienne.

Ginny Morrison, JD, provides similar services as Executive Vice-President and CFO of Health Care Mediations, Inc. Additionally, as a Deputy Special Master, she oversees development and delivery of mental health services in the largest U.S. prison system.