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
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