Training Course on Healthcare Negotiations and Conflict Resolution

Module 1: Foundations of Negotiation in Healthcare
Principles of Negotiation
Definition and key concepts: win-win, win-lose, and compromise.
Differences between distributive and integrative negotiation.
Negotiation Styles
Competitive, collaborative, accommodating, avoiding, and compromising styles.
Self-assessment to identify personal negotiation style.
Healthcare-Specific Challenges
Resource constraints, ethical dilemmas, interprofessional disagreements.
Impact on Patient Care and Organizational Performance
How effective negotiation improves patient outcomes, teamwork, and efficiency.
Activity: Self-assessment of negotiation style and group discussion on real-life healthcare negotiation experiences.

Module 2: Conflict Dynamics in Healthcare Settings
Types of Conflicts
Interpersonal, interprofessional, interdepartmental, and organizational.
Causes of Conflict
Communication breakdowns, cultural differences, hierarchy, workload, policy gaps.
Stages of Conflict
Latent, perceived, felt, manifest, and resolution stages.
Psychological and Cultural Influences
Emotional intelligence and cultural competence in conflict situations.
Workshop: Analyze case studies of healthcare conflicts and identify root causes and escalation patterns.

Module 3: Communication Skills for Negotiation and Conflict Resolution
Active Listening and Empathy
Techniques to understand perspectives and foster trust.
Assertive and Clear Communication
Expressing needs and positions without aggression or passivity.
Managing Difficult Conversations
Strategies to de-escalate tension and maintain professionalism.
Nonverbal Communication
Reading body language, tone, and contextual cues.
Exercise: Role-play difficult conversations between clinicians, administrators, and patients to practice communication strategies.

Module 4: Negotiation Strategies and Problem-Solving
Collaborative Negotiation Frameworks
Interest-based negotiation and integrative bargaining.
BATNA (Best Alternative to a Negotiated Agreement)
Identifying options and leveraging alternatives in healthcare negotiations.
Mediation and Facilitation Techniques
Third-party facilitation and conflict resolution methods.
Consensus-Building
Achieving agreement among diverse stakeholders in complex scenarios.
Simulation: Conduct a mock negotiation between hospital departments over resource allocation, patient care priorities, or policy implementation.

Module 5: Implementing Conflict Resolution and Building a Collaborative Culture
Policy and Protocol Development
Creating guidelines for addressing disputes and grievances.
Promoting Teamwork and Trust
Building psychological safety, shared goals, and accountability.
Evaluating Outcomes
Measuring effectiveness of negotiation and conflict resolution strategies.
Sustaining a Culture of Collaboration
Embedding conflict resolution into organizational processes and leadership practices.
Capstone Project: Design a conflict resolution and negotiation strategy for a real or hypothetical healthcare scenario, including policies, stakeholder
engagement, and evaluation metrics.