The negotiation process
Before, during and after the negotiation.
All programmes
Professional Negotiators (Pharmaceutical Sector)
The negotiation process and 25 competitive tactics, with cases and role-plays specific to the pharmaceutical sector.
- Duration
- 2 days
- Group
- Ideally 12, at most 16 participants
- Format
- In person, tailored to your organisation
- Category
- Pharmaceutical Sector
Working life involves constant negotiation with customers and internal stakeholders, and managing these processes is getting harder. The programme covers the negotiation process and 25 competitive negotiation tactics: how to apply them and how to recognise them when they are used on you. The content is built around cases and role-plays specific to the pharmaceutical sector.
Who it is for
- Sales, marketing and institutional relations teams in the pharmaceutical sector
What it develops
- Before, during and after the negotiation; leadership in negotiation
- 25 negotiation tactics
- Difficult people, stressful situations, behavioural analysis and social styles
Programme content
Leading the negotiation
Being a proactive negotiator and taking the lead at the table.
25 negotiation tactics
Applying competitive tactics and recognising them when they are used on you.
Difficult people and stress
Handling difficult people and easing tension in high-stress situations.
Behavioural analysis
Behavioural analysis and social styles.
Cases and role-play
Pharmaceutical-sector case exercises and role-plays.
Planning a programme?
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