Negotiation Skills for Healthcare LeadersCornell Course

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.