Negotiating Skills for Changing Times

Course Description:

In today’s quickly changing, dynamic, and sometimes-volatile health care environment, negotiation skills are more important than ever before. In this course, participants will learn how to negotiate better agreements and resolve conflicts more effectively, while developing better inter-professional relationships in the process. Other specific topics include: selecting the best negotiation style, how to use time techniques effectively, ways to uncover the other party’s hidden agenda, how to neutralize emotionalism, the secret to protecting oneself against poor agreements, how framing and anchoring strategies can help get better outcomes, and when and how to make creative solutions, compromises and concessions. A proven six-step negotiation process is central to this course.  

Target Audience

Academic Faculty/Staff, Federal Government Employees, State Government Employees, Local Government Employees, Non-Government Employees and Students

Learning Objectives

  • Identify the differences between hard, soft, and principled negotiation styles 
  • Apply strategies to neutralize emotionalism in themselves as well as the other party 
  • Define and apply the BATNA concept as a protection against poor agreements
  • Apply framing strategies in ways that contribute to distributive or integrative outcomes
  • Identify the three components of establishing a bargaining range 
  • Use the six-step negotiation process to reach better agreements and resolve conflicts more effectively, while improving inter-professional relationships
  • Identify several mistakes that people commonly make when negotiating at an uneven table
  • Know how to utilize power effectively during a negotiation when holding greater or lesser power than the other party
  • Identify ways to use power strategies to create a more symmetrical power relationship at the negotiating table and thus achieve better outcomes 
Course summary
Available credit: 
  • 4.00 Participation/CE
    Tulane Professional and Continuing Education (PaCE) awards 4.00 hour(s) of credit for completing Negotiating Skills for Changing Times
Course opens: 
Course expires: 


Ellen Belzer
Ellen Belzer, MPA 

Ellen Belzer, MPA, is president of Belzer Seminars and Consulting, LLC, a Kansas City-based company that specializes in negotiation, management, and communication programs and services for health care professionals. She is also Managing Editor of The Healthcare Collaborator, an online newsletter on communication strategies for health care professionals.

Belzer’s seminars on negotiation, conflict management, communication and related topics have been conducted for thousands of physicians, nurses, administrators, and other health professionals throughout the United States. She also serves as a professional mediator to hospitals, managed care organization, community/migrant health centers, state health departments, rehabilitation facilities, and a variety of health-related associations nationwide. She has served on the faculty of the MCH Leadership Skills Training Institute since its inception. Ellen has also served as a consultant, trainer and mediator to various state Title V programs.

Belzer received her BA degree from Northwestern University in Evanston, Illinois, her MPA degree from the University of Missouri at Kansas City, and has received additional training in negotiation through intensive university-based program. Prior to starting her consulting and seminar practice in 1986, she as an executive with a national medical specialty association for 12 years where she received a broad background in medical socioeconomics.

Available Credit

  • 4.00 Participation/CE
    Tulane Professional and Continuing Education (PaCE) awards 4.00 hour(s) of credit for completing Negotiating Skills for Changing Times


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Required Hardware/software

System Settings 
This course is designed to work most effectively if your computer and internet connection meet certain minimal requirements. This course can be accessed using a Windows 10 PC or a Mac with High Sierra1, Mojave, or Catalina. Pop-up blockers should be disabled when viewing the course. Internet Explorer 11 (for Windows 10), or the current version of Google Chrome, Mozilla Firefox, or Apple Safari (for Windows 10 and or Mac) is required. Many of our courses require Java and JavaScript enabled. 

Links to External Websites   
Links to websites outside this course will open in a new window or tab. Some browsers may minimize the course window. If this occurs, maximize the course window to return to the course. 

Adobe Acrobat Reader (for desktops and laptops)  
Adobe Acrobat Reader is required to access some documents in this course. If you need to download a free copy of Acrobat Reader, click here.  

Internet Connection Speed 
A minimum download speed of 1.5 Mbps is recommended for an optimal experience, which is commonly the speed associated with a basic DSL or a cellular/satellite connection. A faster connection, such as cable or fiber service, with further enhance your online experience. A Wi-Fi connection is generally acceptable, but it is dependent upon one of the two services mentioned above. You can check your internet connection speed at