Centre Européen de la Négociation - Negotiation Skills Training - Consulting & Coaching

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STGM HEALTH

NEGOTIATIONS HEALTH SECTOR

Improve the relationship and the quality of my agreements

BENEFITS OF THE TRAINING

  • Acquisition of a method for preparing, conducting and following up my negotiations
  • Training to put a structured approach into practice
  • Development of constructive behavioural skills

OBJECTIVES

  • constructively managing the tension between the competitive and cooperative aspects of cooperative aspects of negotiation
  • Diagnosing my negotiation style and measuring its impact
  • To have a structured framework to prepare, conduct and follow up my negotiations
  • Building enforceable and sustainable agreements

PREREQUISITES

  • No
This course is open to all professionals, whether or not they have previous negotiation experience.

PUBLIC CONCERNED

    All managers and operational staff in the healthcare industries and healthcare professionals who have to negotiate as part of their professional activity:

    Management committees within pharmaceutical and medical device companies, sales departments, regional management, key account managers, pharmaceutical delegates, medical delegates in towns and hospitals, medical management, clinical research associates, marketing management and managers.

    Healthcare professionals in the public sector and private clinics who are required to negotiate internally at managerial level with patients and suppliers to the pharmaceutical and medical device industry.

    Management committee, buyers and advisors from central purchasing and distribution groups...

PROGRAMME

1. Develop a strategic approach to negotiations to approach them with confidence

  • The 7 key elements of the method
  • The complete preparation guide

2. Create a favourable climate

  • Personal barriers to communication
  • The keys to active listening

3. Moving away from positional wars

  • Avoiding a showdown
  • Defending my interests and discovering those of the other
  • Using "objective criteria
  • Get the other to use the same rules of play

4. Inventing creative solutions

  • Overcoming my personal brakes on creativity
  • Seek mutually beneficial solutions
  • Avoiding concessions while reconciling differences

5. Managing my emotions and those of others

  • Acting effectively in the face of personal attacks and anger from others
  • Controlling my emotions and avoiding the 2 ineffective attitudes

6. Defeating bad faith

  • Recognising habitual tactics and unmasking them
  • Defusing blackmail, threats and manipulation...
  • Using metacommunication

7. Increase my power

  • Find and evaluate my Best Exchange Solution (MESORE) to a negotiated agreement and the other's
  • Mastering my fear of failure, strengthening my power

8. Diagnosing my negotiation style

  • Identify my individual attitudes and tactics
  • Define my negotiator profile
  • Evaluate my strengths and areas for improvement
See more
  • INTRA
IN PRESENTATION

Sessions for 4 to 12 people :
2 days + 1 day return
experience
(or 2 half-days remotely)


REQUEST A QUOTE

Download the INTRA FR catalogue

Download the INTRA EN catalogue

DATES

To be defined together 

Operational 100% training based on practical case studies and simulations tailored to the issues encountered in the healthcare sector.
 

Each participant leaves with a personalised action plan


INCLUDES :

Achievement tests

STGM SOC

STGM A/V

IN CONNECTION WITH THE TRAINING

Negotiating from a distance: how to stay well connected

  • 30 March 2020-
This is a time of social distancing. We meet our colleagues, our clients, our suppliers, exclusively by telephone, video-conference or simple e-mail. This is happening in a deteriorating, slowing down economic context, where it is difficult to concentrate and, for some, difficult to believe in...
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