Over more than 20 years, Mr. Laubach's company has conducted over 700 negotiation training seminars primarily for healthcare executives. He has personally trained more than 12,000 professionals in the general process of negotiation, managed-care negotiations, organized labor negotiations and conflict resolution. His clients have included hospital executives, physician executives, managed care organizations and major suppliers to the healthcare industry.

   Over the past two decades, Mr. Laubach has researched, developed and instructed numerous seminars on a variety of healthcare topics including managed care, physician practice acquisition, quality improvement, negotiating skills and hospital finance.  He is active in conducting speeches and educational retreats for trustees, medical staff members, senior and middle management personnel, managed care organizations and professional associations.

   He is a lead faculty member for the American College of Healthcare Executives and conducts numerous seminars for the association.  Mr. Laubach is the lead faculty in teaching ACHE programs on the "Process and Technique of Negotiating” and “Managing Healthcare Facility Design and Construction Programs.” He has also served as a guest lecturer for several graduate level business courses on negotiation, communications, and conflict resolution and is an Adjunct Professor at Seton Hall University and Loyola Marymount University.

   Mr. Laubach is the author of numerous articles on negotiation that have been published in professional journals worldwide. He has also authored a book, Mastering the Negotiation Process: A Practical Guide for Healthcare Executives, published by Health Administration Press in 2002.

   Prior to his involvement in the healthcare industry, Mr. Laubach was the Vice President of Project Development and Licensing for SGI International, an energy technology company in La Jolla, California.  He was responsible for a worldwide licensing and project development negotiations with major coal producing companies in the United States, Australia and Eastern Europe.  Mr. Laubach graduated with a Bachelor of Science degree in construction management from California State University at San Luis Obispo and a Masters in Business Administration from the University of Southern California.

Suggested approach based on four-hour seminar:

• Understanding various approaches used in negotiations.
• Overview of the general process of negotiation.
• Pre-negotiation preparation considerations.
• Negotiation strategies and techniques.
• Practical applications using health care case examples.