Course Objectives
By the end of this course, you should be able to do each of the following:
- Identify when a negotiation is necessary.
- Describe key terms of a negotiation including BATNA and ZOPA.
- For a negotiation, define what is being negotiated, the possible components to be negotiated, and the rank and importance of each component.
- Prepare your position and anticipate the positions of all parties in a negotiation.
- Identify and research data needed to support your position, as well as data and information that may impact the other parties.
- Determine the possible outcomes of a negotiation.
- Identify the type of negotiation appropriate for different scenarios and contexts.
- Apply emotional management strategies to effectively execute a negotiation.
- Determine the appropriate next steps once a negotiation takes place.
Meet Your Faculty: Dr. Betsy Ripley
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Dr. Betsy Ripley completed her undergraduate studies at Meredith College in Raleigh, N.C. She graduated from The Medical College of Virginia of Virginia Commonwealth University (VCU) medical school in 1986 and completed her internal medicine residency and nephrology fellowship there. She is board certified in Internal Medicine, Nephrology and Clinical Pharmacology. She has a master’s degree in Clinical Research and Biostatistics, an AMA Ethics Fellowship, and holds a Regulatory Affairs Certification for US Drugs and Devices Regulatory Affairs Professionals. She served as the Senior Chair of the VCU IRB, and the VCU Clinical Research Compliance Officer which oversaw the VCU Faculty Held IND/IDE Program. Her research was in hypertension, chronic kidney disease, research ethics and responsible conduct of research. She served as the Vice Dean and Senior Associate Dean for Faculty Affairs for the School of Medicine at VCU. She currently is a tenured Professor of Medicine in the Division of Nephrology at VCU. As an accredited coach, she serves as the Executive Director for Faculty Coaching and Leadership Training and Senior Advisor for Faculty Development.
Disclaimer
The American Association for Physician Leadership® is accredited by the Accreditation Council for Continuing Medical Education (ACCME) to provide continuing medical education for physicians.The American Association for Physician Leadership® staff and the faculty presented for this activity have no relevant financial relationships with commercial interests to disclose.The American Association for Physician Leadership® designates this enduring material for a maximum of 7 AMA PRA Category 1 Credit(s) ™. Physicians should only claim credit commensurate with the extent of their participation in the activity.Once you click “accept disclaimer,” you will have access to course material and no refund will be allowed for this course.
Key Dates
Original Course Release Date: December 2025
Course Expiration Date: December 2028
Your Course Access Expires: 365 days from your purchase of the course
Course Access Policy
Once you click “accept disclaimer,” you will have access to course material and no refund will be allowed for this course.
Learn proven techniques to use in every negotiation process and come out further ahead than you ever thought possible.
