PharmaSchool: Negotiation Skills

Please contact Jo Burmester at jo.burmester@pharmaschool.co.uk to find out more about in-house courses and discuss your specific needs.

Course Code: PEC002

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Duration: 1 Day

Description

This course is ideal for anyone having to negotiate and influence as part of their role. The course balances the theoretical aspects of negotiation with numerous practical examples and exercises.

Who is the course suitable for?

The course has previously been delivered for groups including:

CRAs
CTAs
Project Managers
Contracts & Proposals Staff
Line Managers
Clinical Trials Supply Staff


Example Content

What is negotiation?

Definitions
Examples of situations
Win/win

Skills required for successful negotiation

Listening skills
Information gathering
Imparting information

Preparation

Objectives
Fallback
Concessions

Influencing Skills

What is influencing
Bases of power
When is influence needed and used
Questioning
Active Listening
Respect
Influencing Strategy and Tactics
Identifying appropriate methods
Influencing Framework

Conducting the negotiation

Barriers
Communication skills
Handling conflict
Handling objections
Agreeing concessions
Closing the deal

Follow up

Making it happen
“After sales service”
Self analysis

Customised In-house Courses are designed for organisations wishing
to train a group of your employees at a location of your choice.
For information about Open Courses click here or for
online learning click here

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