2008 12 20 Negotiation

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  • 2008 12 20 Negotiation

    1. 1. Negotiation Skills By : Eslam Abo El Enain@ Eli Lilly – KSA Pharmacists_coffee magazine member Certified by Pharmacists_coffee magazine
    2. 2. Agenda Negotiation definition. Ideal negotiators. Negotiation steps. Versatility. Objections and dirty tricks handling. Some wises. By : Eslam Abo El Enain@ Eli Lilly - KSA
    3. 3. The negotiation in a basic term means , getting what you want from The Other Side (TOS) or the compromise between two party to reach an agreement. By : Eslam Abo El Enain@ Eli Lilly - KSA
    4. 4. How to be ideal negotiator ? Good communicator considering the intuitive sensitivity toward intercultural situation . Confident and have a BATNA. Deal effectively with DMP and inner circle with TOS. Patient and deal versatile. Have abroad knowledge . By : Eslam Abo El Enain@ Eli Lilly - KSA
    5. 5. Should be SMKA….?  Skillful. 15 %  Mentality. 25 %  Knowledge. 10 %  Attitude. 50 % By : Eslam Abo El Enain@ Eli Lilly - KSA
    6. 6. Steps of negotiation 1. Pre-negotiation. 2. Entry-sales formal presentation. 3. Establish effective relation ship with TOS. 4. Learning more about TOS. 5. Bargaining and concession making. 6. Reaching an agreement. By : Eslam Abo El Enain@ Eli Lilly - KSA
    7. 7. .Culture ? A complex of whole that include a- Knowledge , morals, law, art and all of these acquired. Versatility? Adapt your behaviors to cope all styles. By : Eslam Abo El Enain@ Eli Lilly - KSA
    8. 8. responsiveness expressive amiable assertiveness analytical driver By : Eslam Abo El Enain@ Eli Lilly - KSA
    9. 9. Say Don’t say Area to concern. Objection.  Χ Own. Buy. Χ  Fees for service. Commission.  Χ Clear words. Jargon. Χ  Opportunity. Deal.  Χ Challenge. Problem. Χ  More economical. Cheaper.  Χ Investment. Expensive. Χ  Approve. Sign.  Χ By : Eslam Abo El Enain@ Eli Lilly - KSA
    10. 10. How to discover the Merits? Drill Down to find solution Fact question.which cases you PRx ARA? Issue question.which more irritable symptoms to your patient? Net effect.If this patient doesn’t receive a proper ARA,what are the consequences? Develop solution.what would it mean to you,if I introduce a real solvent(ARA) for those patients? By : Eslam Abo El Enain@ Eli Lilly - KSA
    11. 11. How to deal if TOS use dirty tricks? By : Eslam Abo El Enain@ Eli Lilly - KSA
    12. 12. deliberate deception. II. Ambiguous authority. III. Phony fact. IV. Dubious intention. By : Eslam Abo El Enain@ Eli Lilly - KSA
    13. 13. Psychological warefare. II. Stressful situation. III. Threats. IV. Good-bad boy. V. Personal attack. By : Eslam Abo El Enain@ Eli Lilly - KSA
    14. 14. positional pressure. II. Refusal to negotiate. III. Extreme demand. IV. Escalating demand. By : Eslam Abo El Enain@ Eli Lilly - KSA
    15. 15. How to handle objections? jujitsu Break the vicious cycle by don’t attack the position but look beyond it =to the merit (Probing) . don’t defend your ideas but invite criticism and advices.(We oriented). By : Eslam Abo El Enain@ Eli Lilly - KSA
    16. 16. Anticipate the concerns. Active listening. Under stand then clarifying=rephrase. Evaluate the objection. Cushion. after that…… By : Eslam Abo El Enain@ Eli Lilly - KSA
    17. 17. Direct denial method. Compensation method. Feel-felt found method. Boomerang method. Pass-up method. Post pone method. By : Eslam Abo El Enain@ Eli Lilly - KSA
    18. 18. Some secretes Insist on your objectives. Separate TOS from there position. Remind ( the power of silence). Set a dead line(take it or leave it) Walk out but keep the door open. Invoke the competitor (attack it from the other one’s view). By : Eslam Abo El Enain@ Eli Lilly - KSA
    19. 19. Feinting : redirect TOS to the ultimate objective. Bluffing : present false exaggerated information that you don’t have. Nibble : approach your objectives one by one. Suggest as being doubtful : for test TOS reaction ( hmmm, ahhh,…etc). Pretend ignorance : to take a time to think. Feign anger : to show seriously . By : Eslam Abo El Enain@ Eli Lilly - KSA
    20. 20. Admit error : if you wrong. Over flow for the irrelevant issue at beginning : to break the ice. Low or high balling : to know their end limit. Split the difference : the final offer … Make a promise : to encourage TOS. Summarize the position : to understand it and acknowledge it to TOS. By : Eslam Abo El Enain@ Eli Lilly - KSA
    21. 21. Use a humors. Signal-giving up cues : to show empathy. Make a threat : if there is no concession. Write every things down with signatures. By : Eslam Abo El Enain@ Eli Lilly - KSA
    22. 22. It is not a matter what to you say………. But it is a matter of how to say…? By : Eslam Abo El Enain@ Eli Lilly - KSA
    23. 23. Try to perceive the world as the other person perceives….and try to predict how the others respond……… By : Eslam Abo El Enain@ Eli Lilly - KSA
    24. 24. Decision , may seems good , but can be bad when based on poor information. By : Eslam Abo El Enain@ Eli Lilly - KSA
    25. 25. There is a big difference between playing to win and playing not to lose !!MAXIMIZE ..DON‘T COMPROMISE. By : Eslam Abo El Enain@ Eli Lilly - KSA
    26. 26. By : Eslam Abo El Enain@ Eli Lilly - KSA
    27. 27. Get more (click below)

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