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. 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. Should be SMKA….?
Skillful. 15 %
Mentality. 25 %
Knowledge. 10 %
Attitude. 50 %
By : Eslam Abo El Enain@ Eli Lilly - KSA
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. .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. responsiveness
expressive
amiable
assertiveness
analytical driver
By : Eslam Abo El Enain@ Eli Lilly - KSA
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. 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. How to deal if TOS use dirty tricks?
By : Eslam Abo El Enain@ Eli Lilly - KSA
14. positional pressure.
II. Refusal to negotiate.
III. Extreme demand.
IV. Escalating demand.
By : Eslam Abo El Enain@ Eli Lilly - KSA
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. 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. 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. 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. 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. 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. 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. 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. 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. Decision , may seems good ,
but can be bad when based on
poor information.
By : Eslam Abo El Enain@ Eli Lilly - KSA
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