Negotiating Progress in a Complex Healthcare Environment

May 1, 2020 - May 31, 2020 | 9:45 am - 5:00 pm

The James B. Henry Center for Executive Development

Program Introduction

DATE TBA – Will be held in Spring 2020

Bold thinking and continual learning will provide healthcare leaders with the skills needed to face the complex challenges of the contemporary medical field. Knowledge of negotiation tactics and the ability to observe behavioral nuances are essential to thrive in interconnected, fast-paced healthcare settings.

Approaching negotiation from a healthcare perspective, this program will enhance the competitive position of negotiators and their organizations in order to facilitate win-win outcomes. Participants will gain expertise in: diagnosing negotiation situations; knowing what strategies to apply in any given situation; maximizing power positions; creating opportunities for joint gains; and developing trade-offs that lead to mutually beneficial agreements. The feedback and discussion sessions following each case will reinforce newly acquired skills.

Key Learning Outcomes

By the end of this program, healthcare leaders will have explored custom case studies and real-life negotiation challenges and have new ideas to apply immediately. Participants will better:

  • Understand the most common predictors of success and link them to effective leadership
  • Reexamine communication skills and fine-tune them
  • Explore the relationship between power and influence
  • Use negotiation skills to accelerate success
  • Design their own leadership legacies
  • Develop compelling leadership stories that inspire hope and fellowship

Who Should Attend

Those who will benefit from attending this program are:

  • Physician leaders who work with partners outside of the healthcare organization on projects
  • Office managers, physician assistants, nurse practitioners, and other healthcare leaders
  • Administrative leaders responsible for negotiating with outside parties
  • Chief medical officers, chief nursing officers, and other executive leaders who would like to polish their negotiation skills


Barbara Singer is the founder, president, and CEO of Executive Core and leads a group of 150+ global professionals whose mission is to more quickly innovate professional development globally for corporations and business schools alike.

Content Consultant and Program Advisor

Gary L. Roth, DO, is the chief medical officer for the Michigan Health and Hospital Association and is board certified in cardiothoracic surgery, peripheral vascular surgery, and surgical critical care.



Date TBA – Spring 2020

$1295 – full tuition which includes continental breakfast, lunch, and program materials.