This is the second segment of the two-part development series focused on enhancing business negotiation success with Non-Clinical and/or Economic Buyers. The first segment focused on developing relationships with targeted Non-Clinical Buyers to the highest category on the Relational Ladder* where advice is sought on issues and decisions outside of the original business reason that brought the seller and buyer together. The belief is that enhanced negotiator relationships create mutual Relational Capital, or mutual distinctive value, and therefore a significantly greater chance for higher pricing in exchange for value.
“Strategic Pathway To Successful Negotiations” will provide opportunities to use the foundation of mutual Relational Capital as a base to discuss and workshop preparing for and executing current, real world situations involving negotiations with Non-Clinical and/or Economic Buyers.
Participants will be provided customized Negotiation Planning Tools whereby critical customer information will be captured, unknowns noted, and practical strategies developed. Participants will apply the skills of negotiation in real world case studies that they are currently facing. After an in-depth discussion of proven negotiation processes, they will plan their conversational strategy and role-play their plans with simulated customers. (We encourage executives or managers within the client’s company to play the role of “customers” during these exercises to elevate the realism of the play. RMI facilitators will coach executives in the customer role they will play so that the participants gain the greatest value.)
Following the workshop, the Negotiation Planning Tool will be used to measure progress during real world execution so that adjustments are made in a timely manner that will enhance negotiation success. Also, RMI facilitators will conference with individual participants at appropriate intervals to reinforce successful execution of the skills and problem solve barriers to using the skills effectively in the real world.
The RMI Negotiation Skills curriculum provides best practices of how to accelerate success by negotiating with Non-Clinical buyers based on a foundation of Relational Capital while leveraging the credibility, integrity and authenticity that enables “win/win” outcomes.
Ideal Participant Profile
Sales Reps, Key Account Managers, Sales Managers and Executives responsible for negotiating with senior healthcare executives/economic buyers will find significant benefits in completing both segments of our negotiation offering.
These workshops are limited to small groups to insure dynamic group interactions. Participants should be prepared to bring realistic negotiation cases in which they are currently involved.
We have proven that the most effective way to determine progress to mastery with skills and knowledge is to create benchmarks to measure progress toward objectives at routine intervals.
The goal of routinely measuring progress is to recognize continuous improvement with positive feedback as well as to provide opportunities for immediate corrective feedback as necessary.
The following will be made available for participants to reinforce and track progress to mastery following the session:
- Negotiation Planning Tools
- Key Negotiation Skill Memory Joggers
RMI facilitators will conference with individual participants at appropriate intervals following the workshop to reinforce successful execution of the skills and problem solve barriers to deployment.