ПЕРЕГОВОРЫ С ЗАКУПЩИКОМ ФАРМАЦЕВТИЧЕСКИХ ПРЕПАРАТОВ
О программе
Содержание
Преподаватели
Продолжительность обучения: 16 уч. ч.
Для специалистов и руководителей подразделений, ведущих переговоры с закупщиками фармацевтических препаратов и медицинских изделий.
1 этап. Подготовка к переговорам.
1. Анализ ситуации и интересов участников переговоров:
- определение предмета переговоров;
- сбор информации о заказчике и об основных условиях его работы с поставщиками фармацевтических препаратов – в чем интересы закупщика?;
- определение собственной позиции на переговорах в деталях (ассортимент препаратов, цены, условия поставки и оплаты, дополнительные услуги).
2. Подготовка альтернативных (возможных вариантов) предложений. Аргументация.
3. Подготовка проектов необходимых документов.
4. Переговоры в команде и в одиночку – минусы и плюсы. Решение организационных вопросов.
2 этап. Ведение переговоров.
1. Установление контакта и управление процессом переговоров:
2. Определение позиции и интересов заказчика на переговорах.
- Исходное положение переговоров. Стороны начинают переговоры, непроизвольно преувеличивая свои позиции.
- Реальное положение переговоров. Стороны занимают реальное положение на переговорах, выяснив позиции и интересы своих оппонентов.
- Презентация своей реальной позиции, аргументация ключевых положений в переговорах.
- Стратегии переговоров: жесткая стратегия; мягкая стратегия; позиционный торг, Гарвардский проект.
- Достижение компромисса – победа или поражение переговорщика.
- Тактики ведения переговоров. Соответствие тактик, применяемых на переговорах, стратегии переговоров. Как правильно избрать тактику.
- Методы давления, используемые сторонами, и способы противодействия им.
3. Согласование позиций и выработка договоренностей.
3 этап. Завершение переговоров.
Татьяна ЧердынцеваПервый заместитель директора БИЗНЕС-ШКОЛЫ XXI ВЕК-КОНСАЛТ, академический директор программы MBA General, бизнес-консультант, преподаватель программ по бизнес-стратегии, процессному управлению, HR-менеджменту.
Член рабочей группы по реализации «Конц
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ТЕЛ. +375 (17) 218-14-56 (57-59)
Видеогалерея
REUNION 2020 БИЗНЕС-ШКОЛЫ XXI ВЕК-КОНСАЛТ: выпускники программы МВА разных лет делятся впечатлениями28 февраля состоялся REUNION 2020 БИЗНЕС-ШКОЛЫ XXI ВЕК-КОНСАЛТ. Выпускники программы МВА разных лет встретились, чтобы снова пообщаться друг с другом в стенах своей бизнес-школы, получить актуальную и
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