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Physician in Management: Negotiation

Negotiation is a process, not an inherent skill. Here, you’ll learn proven techniques to use in every negotiation and come out further ahead than you ever thought possible. You’ll understand how to prepare for a negotiation and determine your bargaining power and use the most effective strategies to negotiate the best agreements. You’ll learn how to avoid costly conflict. And you’ll discover how to take charge of the negotiation process and negotiate win-win outcomes and that enhance long-term working relationships.

This course is in the Physician in Management Seminar Series.

7.0 Total CME

7.0 Core Credits - CPE

7.0 Core Credits - Masters


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Course Objectives

  • Introduce physicians to the framework and concepts necessary to understand the dynamics of the negotiation process.
  • Improve the ability to analyze negotiations in a variety of contexts.
  • Compare and contrast the implicit trade-offs of competition and cooperation inherent in most negotiations.
  • Prepare for a negotiation and determine your bargaining power.
  • Introduce physicians to the most effective negotiation strategies.
  • Improve the ability to conduct successful negotiations.
  • Detect more opportunities to negotiate.
  • Negotiate win/win outcomes that enhance long-term working relationships.
  • Reflect upon the ethical dilemmas involved in most negotiations.
  • Develop strategies for working together to increase productivity in the work environment.

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 activitys 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

Original Course Release Date: July 2015

Course Expiration Date: July 2018

Access to Course Expires: 365 days from purchase 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 7 AMA PRA Category 1 Credit(s) ™. Physicians should claim only the credit commensurate with the extent of their participation in the activity.

Cancellation Policy

Registrations are eligible for full refund or transfer to another course (that occurs within 12 months) for up to 72 hours after purchase. A $100 processing fee applies to cancellations or transfers after 72 hours but before 30 days have elapsed. Cancellations after 30 days from purchase date are not eligible for refund or transfer.

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 is claimed.

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