 Discipline-Wide Issues
Negotiating Successful Agreements
Thursday, November 21
8:00 am-9:00 am
Georgia World Congress Center, Auditorium
Whenever two or more people confer to reach agreement, the process of negotiation takes place. Within this context, a typical health care professional negotiates constantly with physicians, school boards, department heads, fiscal intermediaries, managed care organizations, and many others. Today’s health care manager MUST possess a superior level of negotiating skill to be successful.
Most speech-language pathologists and audiologists have learned to negotiate from experience. Some are "born" negotiators and develop a high level of skill. Most, however, are not so fortunate. Negotiation for the majority is a hit or miss situation: sometimes they arrive at a favorable agreement, other times not.
The purpose of this presentation is to acquaint the health care manager with the process and technique of negotiating and with many techniques that can be employed during the negotiating process itself.
Chris Laubach is the president of the Center for Management Programs in Agoura Hills, California. For more than 20 years, the company has conducted over 450 negotiation training seminars exclusively for health care professionals. Mr. Laubach has personally trained more than 6,000 health care professionals in the general process of negotiation, managed-care negotiations, organized labor negotiations, and conflict resolution. He is active in conducting speeches and educational retreats for trustees, medical staff members, senior and middle management personnel, managed care organizations and professional associations.
Mr. Laubach is the lead faculty member for the American College of Healthcare Executives and conducts numerous seminars for the association, including programs on the Process and Technique of Negotiating, Advanced Negotiating, Improving Your Managed Care Position, Tools for Change: Preparing for Tomorrow's Healthcare Delivery System, and Managing Healthcare Facility Design and Construction Programs.
Mr. Laubach is also the author of numerous articles on negotiation that have been published in professional journals worldwide. He also recently wrote a book, Mastering the Negotiation Process: A Practical Guide for Healthcare Executives.
Whether you are negotiating for funding for your department, purchasing new equipment, requesting reimbursement, or negotiating a pay increase, the techniques Mr. Laubach shares will help make any negotiation environment a win-win situation for you.
Negotiating in the Academic Arena
Thursday, November 21, 11 am-12 noon
Georgia World Congress Center, room A411
In this follow-up session to the morning Keynote, Mr. Laubach will share negotiation strategies specific to the Academic/Higher Education environment.
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