Negotiation Strategies for Health Care Professionals

Interpersonal Communication students sitting and having a discussion

Course Features

A relational approach to navigate an intricate industry.

Offered by Johns Hopkins Carey Business School Executive Education, this course is an essential resource for health care professionals aiming to master negotiation within the complex landscape of their industry. It focuses on imparting advanced negotiation skills, tailored to the unique dynamics of the health care sector, emphasizing the critical pillars of the business of health, practice of medicine, and delivery of care.

The course is structured to provide a deep understanding of negotiation strategies through a clear, straightforward, and personalized approach. It simplifies complex concepts and offers step-by-step guidance, ensuring participants not only understand the theory but also know how to apply these strategies in real-world situations.

A key aspect of the course is the relational approach, where participants learn the HEAR framework, specifically designed for health care negotiations. This includes expert-led practice sessions and strategic development exercises. Additionally, the course begins with a personalized analysis of each participant's negotiation and conflict style, followed by real-time feedback during negotiation simulations. This approach provides tailored insights, helping refine individual negotiation styles.

Participants will receive a comprehensive negotiation planning sheet, aiding in systematic preparation for real-world negotiations. This toolkit ensures the application of effective strategies in practical scenarios. Lastly, the course offers exclusive access to a rich library of negotiation content, enabling continuous learning and skill advancement beyond the course.

This course is a valuable opportunity for health care professionals to enhance their negotiation skills and apply them effectively in their field, ensuring successful outcomes in the complex health care environment.

This course includes:

  • Industry-leading faculty
  • Practical applications
  • Personalized solutions
  • Hands-on training
  • Effective presentation skills
  • Verbal and visual techniques

Program Details

Who should attend

  • Health care providers or researchers ready to take their negotiation skills to the next level
  • Professionals looking to advocate more effectively for their patients, practice, and themselves
  • Health care professionals looking to advance their careers

What you will learn

  • The strategies and approaches to negotiate within and across the three health care pillars
  • Advanced health care negotiation frameworks
  • Evaluation of your unique approaches to negotiation and conflict management through the Thomas-Kilmann Instrument


Stacy Lee portrait

Stacey Lee, JD

Professor of Practice

Stacey Lee, JD, joined the Johns Hopkins Carey Business School in 2008. She is a Professor in the practice track with expertise in business law, health law, and negotiations.  Stacey is the Academic Program Director for the flagship Full-time MBA program. She also holds a joint appointment at the Bloomberg School of Public Health. Stacey's research interests have focused on pharmaceutical manufacturers' international and domestic influence on access to medicines and transformative healthcare negotiations. Before entering academia, Stacey practiced law for over ten years. She began as a securities litigator and later became in-house counsel for two of the country's largest healthcare corporations. Stacey also served as the senior regulatory specialist for America's Health Insurance Plans – the United States' largest national healthcare trade association.