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Negotiations Training


Negotiations are something we all experience in our personal and professional lives: contracts with vendors or customers (or payors!), salaries or promotions, buying a house or a car.  We all do it at some point in our lives and few of us have received any formal training to help us get the best outcomes possible for ourselves or our organizations.

Washington Hospital Services is partnering with the Paul Merage School of Business at the University of California at Irvine (UCI) to offer a five week virtual program that will get you ready for your next negotiation.  Blending theory, skills training, and plenty of practice with other students, this course will provide participants with the tools, skills, and experience necessary to make immediate improvements in their negotiations.

The course is taught by Chris Bauman​, PhD, Associate Professor of Organization and Management at UCI's Merage School of Business.  Dr. Bauman is an expert in negotiations​-related science, practice, and teaching and has a highly engaging and interactive teaching style.  

This course is taught in the Zoom platform and will feature group lecture, discussion, and small group breakouts to role play different aspects of negotiation.  All courses are taught on consecutive Wednesdays from 8-10 a.m.

October 6 "Preparation Essentials and Starting the Bargaining Process"

  • What puts you in a strong or weak bargaining position?
  • How do you start to overcome a weak bargaining position?
  • What essential information do you need to know before beginning any negotiation?

October 13 "The Psychology of Control"

  • How do you stay in the driver's seat during a negotiation?
  • How do you make offers that stick?
  • How do you resist making unnecessary concessions?​

October 20 "Friend or Foe At the Bargaining Table"

  • How can you escape an impasse in difficult situations?
  • How can you transform your counterpart from an adversary into a partner?
  • How can you tell how much value is really at stake in a negotiation

​​October 27 "Leveraging Differences for Advantage"

  • What information is dangerous to share? What information is problematic to hold back?
  • What questions can you ask that help you get more of what you want?
  • What is “win-win" really? Is it possible to achieve it?

November 3 "Gender and Negotiations"

  • Where do gender differences in negotiation outcomes come from?  (HINT: It's not biology)
  • What pivotal moments in negotiations play an oversized role in producing gender differences in negotiations?
  • What relatively simple tactics can you use to immediately reduce gender differences in negotiations?
  • What do men need to do and why should they want to do it? ​

​Registration deadline is October 4.  This course will be offered by WHS at least annually based on demand.  ​For more information, contact Ed Phippen at edp@wsha.org or by phone at (206) 216-2556.

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$1,950.00

​Select this if you work at a hospital or health system.  Beef up your negotiation skills to help you and your organization negotiate well for any type of situation: promotions, raises, contracts, and more!

$2,150.00

Select this if you do not​ work at a hospital or health system.  Beef up your negotiation skills to help you and your organization negotiate well for any type of situation: promotions, raises, contracts, and more!