Agenda

Noon – 1 p.m.

Welcome lunch

1 – 4:30 p.m.

Competitive strategy/positioning for advantage

Vrinda Kadiyali, PhD, Nicholas H. Noyes Professor of Marketing and Economics, SC Johnson Graduate School of Management, Cornell University

Hospitals and health systems face intense competitive pressures. Survival means implementing effective business strategies that maximize efficiency and control costs; attract patients, physicians and other healthcare professionals; and build a strong, trusted reputation in the community. This session offers business strategies to manage profitability and address issues that arise from implementing these strategies.

4:30 – 5 p.m.

Capstone orientation

Throughout The Academy you will apply your learning to a self-directed capstone project that addresses an issue specific to your organization. This comprehensive approach provides a valuable return on investment by applying solutions developed in the classroom to a real challenge — completing a project that can be applied within your organization.

6 – 8 p.m.

Reception and dinner

7:45 – 8:30 a.m.

Breakfast

8:30 a.m. – Noon

Leading effective organizational change

Elizabeth A. “Beta” Mannix, PhD, Ann Whitney Olin Professor of Management, SC Johnson Graduate School of Management, Cornell University

Leading through change is one of the most important challenges facing leaders and one of the most common problems for organizations. From moments of opportunity to times of adversity, high-performing leaders guide their organizations through challenges and change. Successful leaders understand how to open people’s minds to move past the obstacles that stall new ideas and innovation. They coordinate teams across diverse, cross-functional knowledge areas and engage and motivate technical experts. In this session, we will use various techniques, including industry examples and interactive simulations and exercises to explore this topic. We will identify change traps and derailers and focus on the critical competencies needed to accelerate successful change.

Noon – 12:30 p.m.

Lunch

12:30 – 1:30 p.m.

Making it real: Positioning for success

Steven I. Goldstein, President, System Integration Strategy, UR Medicine

Due to federal and state healthcare reform initiatives, chief executives must grapple with the challenges of today’s climate while taking steps to manage change. In New York, leaders must operate in a highly regulated and politically active environment, be conscious of issues ranging from workforce to shifting reimbursement and maintain a positive operating margin — all while ensuring their facilities deliver the best patient care. This session will include a candid assessment of the current healthcare landscape and the challenges faced. Discussions will also cover leadership questions and strategies and what management teams can do to keep healthcare provider institutions on a path to success.

1:30 – 1:45 p.m.

Break

1:45 – 4:45 p.m.

Strategic negotiation

Stephen Sauer, PhD, Senior Lecturer, SC Johnson Graduate School of Management, Cornell University

Healthcare professionals must understand how to manage conflict. Physicians may have difficult conversations with insurers or patients, nurses must manage their teams or clinicians from other departments and administrators may find themselves negotiating internally or externally with providers.

In this session, we will cover everything from understanding your BATNA (best alternative to a negotiated agreement) to refining your aspirations in response to the other party’s needs and tactics. We’ll use interactive, real-world negotiation simulations to help participants understand their personal tendencies in the face of conflict and learn how to manage their bargaining strengths and weaknesses. Focusing on healthcare examples, we will discuss how to manage difficult people and handle manipulative tactics, when to walk away from a negotiation and how to increase your likelihood of reaching the prized win-win solution.

4:45 p.m.

Dinner on your own in Ithaca

7:45 – 8:30 a.m.

Breakfast

8:30 a.m. – noon

Strategic negotiation | Part 2

Noon – 12:30 p.m.

Closing comments and adjournment

Box lunches will be available.