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Course Description

Influencing outcomes and driving collaboration are essential for healthcare professionals navigating today’s complex environments. Negotiation skills play a critical role in aligning teams, advocating for resources, and setting clear boundaries, both within organizations and across broader healthcare networks. Under the expert guidance of Professor Sunita Sah, you will move beyond common negotiation myths and develop a results-driven approach rooted in thorough preparation rather than personality.

Throughout the course, you will clarify your economic, relational, and reputational objectives, create value across multiple negotiation issues, and manage emotions — yours and others’ — in high-stakes situations. You’ll progress from mastering effective preparation and contextual assessment to strategically determining when and how to make the first offer.

As you advance, you will practice managing complex, multi-issue negotiations, balancing value creation and relationship management within a collaborative, trust-based framework. By completing this course, you’ll be equipped with practical negotiation tools and strategies you can immediately apply to achieve stronger outcomes, foster credibility, and maintain lasting professional relationships.

Faculty Author

Sunita Sah

Benefits to the Learner

  • Prepare for an effective negotiation by outlining objectives, priorities, and potential trade-offs for a healthcare scenario
  • Develop the skills to manage a multi-issue negotiation that leads to a win for both parties in a healthcare challenge
  • Create strategies to build and maintain long-term professional relationships that support successful negotiations in healthcare settings

Target Audience

  • Healthcare professionals seeking advancement to leadership roles
  • Healthcare administrators seeking career development
  • Clinicians moving into leadership positions
  • Healthcare-adjacent professionals (pharma R&D, healthcare IT, consulting, HR) expanding their leadership capabilities

Applies Towards the Following Certificates

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Enroll Now - Select a section to enroll in
Type
2 week
Dates
May 27, 2026 to Jun 09, 2026
Total Number of Hours
10.0
Course Fee(s)
Regular Price $999.00
Section Notes

IMPORTANT COURSE INFORMATION

This course includes two years of free access to Symposium! These events feature live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing industry topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.

Type
2 week
Dates
Aug 19, 2026 to Sep 01, 2026
Total Number of Hours
10.0
Course Fee(s)
Regular Price $999.00
Section Notes

IMPORTANT COURSE INFORMATION

This course includes two years of free access to Symposium! These events feature live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing industry topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.

Type
2 week
Dates
Nov 11, 2026 to Nov 24, 2026
Total Number of Hours
10.0
Course Fee(s)
Regular Price $999.00
Section Notes

IMPORTANT COURSE INFORMATION

This course includes two years of free access to Symposium! These events feature live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing industry topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.

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