| Healthcare Assertiveness and Negotiation skills presented by The SMART Group will assist your team to negotiate effectively in this most competitive market.
Objective: To improve sales force and management performance by understanding and being able to implement the skills required for effective assertion and negotiation.
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Programme Outline:
- Identification of preferred conflict, negotiation and communication styles
- Assertiveness belief systems
- Aggression versus assertion
- Active listening
- Basic assertion tools
- Practical application of assertion
- The types of negotiation
- Competitive versus co-operative negotiation
- Motivators of negotiation
- Characteristics of effective negotiators
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- Key requirements for effective negotiation
- The Negotiation process
- Four steps to successful negotiation
- Preparation
- Opening and discussion
- Bargaining
- Agreement
- Competitive, cooperative and adversarial negotiation strategies
- Negotiation tips
- Negotiation role plays
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Who should attend:
Healthcare representatives and account managers using assertion and negotiation skills on a daily basis.
Duration: 2 day interactive workshop
Schedule:
27TH & 28TH FEBRUARY 2012
Price: R4400 EX VAT |
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