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10/29 - 10/29

Fundamentals of Physician Leadership - Negotiation: 2022 Fall Institute (October 2022)

7 Total CME

Regular Price: $595

Member Price: $506

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This course is part of 2022 Fall Institute, an in-person event delivered in Scottsdale, AZ in October 2022.

This course demonstrates the steps that make up negotiations, and it shows physician leaders how to leverage that structure to create the career and lifestyle they want. Even though we negotiate every day, we tend to do so intuitively rather than in a structured way. Although intuitive methods can work, you’re likely to become more effective with a strategic toolbox: tools for preparing, analyzing, and evaluating your negotiations, as well as tools for becoming more self-aware and reflective as a negotiator. You can expect to take away a number of new ideas, models, and skills to apply in future negotiations. Expect this course to be highly interactive! Because negotiation is a skill, you will not just read and talk about negotiation; you will do it. Throughout the day, you will engage in three simulations to develop your negotiation skills. These exercises are designed to highlight the dynamics and challenges of negotiations and to serve as foundations for your own experiences outside of class.

Topics include:

  • Evaluate the characteristics of a negotiation situation
  • Describe how to prepare for a negotiation
  • Identify the three key negotiation parameters
  • Understand the role of offers and concessions in the negotiation process
  • Learn the fundamental strategies of integrative (“win-win”) negotiation
  • Identify factors that facilitate successful integrative negotiation
  • Practice and assess negotiation skills and tactics using three negotiation simulations

We are excited to announce new changes being implemented into our course structure for Fall Institute to better support your professional development. Once you have completed this course, in addition to completing the course assessment and evaluation, you will be asked to submit an action plan that will identify and summarize the ways you intend to apply the course content to your practice. You will also be required to provide feedback on a peer’s action plan. You can expect to spend about two hours on this post-work activity and will have four weeks following the course to complete it. It is important to note, completion of this post-work activity will be required to receive your CME for the course.

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        Course Objectives

        • Introduce the framework and concepts of negotiation and analyze negotiations in a variety of contexts
        • Compare and contrast the tradeoffs of competition and cooperation inherent in most negotiations
        • Prepare for a negotiation and determine your bargaining power and strategies
        • Negotiate win-win outcomes that enhance long-term working relationships

        Method Of Participation 

        To complete this program successfully and claim credit, participants must follow these steps: 

        • Read the educational objectives provided on the course summary page
        • Attend the sessions or watch all the video lectures for this course (if applicable)
        • Read any course materials and complete any required activities
        • Complete the course evaluation and post-test via your dashboard on the Association website. Successful completion of a given activity’s post-test requires a minimum 75% passing score prior to claiming CME credit, with three attempts allowed
        • CME certificates will be available for printing after claiming CME credit
        • Estimated time for course completion is equivalent to the CME credit hours


        Key Dates

        Access to Course Expires: 365 days from start date of course


        Planner Disclosure: The planners (American Association for Physician Leadership® staff) for this activity have no relevant financial relationships with commercial interests to disclose.

        Faculty Disclosure: The faculty for this activity have no relevant financial relationships with commercial interests to disclose.


        The American Association for Physician Leadership® is accredited by the Accreditation Council for Continuing Medical Education (ACCME) to provide continuing education for physicians.


        The American Association for Physician Leadership® designates this enduring material for a maximum of 35 AMA PRA Category 1 Credit(s) ™. Physicians should claim only credit commensurate with the extent of their participation in the activity.

        Refunds are available for live event registration depending on when the refund is requested in relation to the start of the event.


        91 days or more until start of event – a 100% refund less a $100 processing fee

        61 – 90 days until start of event – a 50% refund less a $100 processing fee

        60 days or less until start of event – no refunds


        Registrations may not be transferred to another person at any time. All refunds will be issued to the original form of payment. Refunds or transfers are not available if testing has occurred or CME has been claimed.

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