Negotiation Skills for Clinical Research Professionals

This interactive workshop is tailored to the key negotiation skills required for clinical research professionals. During this two-day workshop you will discover and put into practice the fundamentals of negotiation. Topics will include: communication mastery, preparing for a negotiation, persuading and influencing without authority, how to identify your negotiating parties needs, how to build rapport to create mutually beneficial negotiating outcomes, addressing difficult behavior and negotiating tactics, and transform conflict into collaboration.
Case studies, scenarios, group discussion, negotiating planning and practice and review of best practices in negotiation will be used throughout the workshop to enhance your learning experience.

• Develop key communication (verbal and non-verbal) strategies
• Describe and apply the critical steps for a successful negotiation
• How to influence without authority
• Create and analyze a negotiating matrix (template)
• Design and conduct a successful negotiation (face-to-face or virtually)
• Confidently negotiate in difficult situations
• Develop strategies so that all parties benefit from the negotiation process and outcome

• Site Managers
• Clinical Research Associates
• Clinical Research, Managers
• Project Managers
• Team Leaders
• Clinical Research Professionals involved in procurement, resource management and negotiations

The course will be led by one of the following instructors:

Natalie Currie, B.Sc.

Click here for complete trainer biographies

Day 1: 8:30 a.m. – 5:00 p.m.

• Core Communication Skills: Develop effective, verbal communication skills (including asking powerful questions that match your communication goals, engaging in active listening to build rapport and learn to effectively say no while supporting your professional relationships); Discover the role that non-verbal communication plays in negotiating (ensure that your non-verbal and verbal communication are fully aligned and learn to decode facial expressions, gestures and body language in others); Apply simple strategies to enhance cross-cultural negotiation; Match your communication medium to your objective (when should you make a telephone call verses sending an e-mail?)
• Team Dynamics: Recognize the role that team dynamics play in all negotiations; Cultivate high performance team behavior; Apply techniques to foster credibility and trust; Enhance your emotional intelligence; Develop skills to become more persuasive and influence without authority
• Negotiation Preparation: Determine your negotiation goals; Develop an effective negotiation strategy; Create and analyze a negotiating party map (strategies for building rapport and defining your negotiating parties goals (needs and wants); Create options for mutual gain through brainstorming; Determine mutually agreeable negotiating standards to create successful commitments; Conduct effective virtual negotiation sessions; Discover how the environment contributes to the negotiating outcomes; Teams develop their negotiation plan and enhance their negotiating strategy through coaching and group discussion

Day 2: 8:30 a.m. – 5:00 p.m.

• Negotiate in Challenging Situations: Identify difficult behavior and tactics used in negotiation; Transform tactics and conflict into highly cooperative collaboration; Proactively address impasses that may occur in negotiations; Project confidence and communicate persuasively under pressure
• Multi-party Negotiation Simulation: Participate in a multi-party negotiation simulation developed by leading negotiation experts; Obtain coaching feedback based on your participation in the negotiation simulation; Create a 30, 60 and 90 day personal action negotiation plan so that you can immediately apply the concepts and skills learned over the 2-day workshop

• Interactive verbal and non-verbal communication exercises
• Clinical research learning scenarios
• Video clip case study analysis
• Small group negotiation strategy planning
• Team brain-storming exercise
• Strategies for proactively addressing negotiating tactics and conflict
• A multi-party negotiation simulation
• Coaching feedback
• Customizable negotiation strategy planning and personal action planning templates

Registration fees include assorted breakfast items that will be available each day ½ hour prior to the start of the seminar. Also included is a Networking Lunch that will be served each training day.

Special rates are available for multiple attendees from the same organization.  Contact Elizabeth Andrews at 781-972-5418 to discuss your options and take advantage of the savings.

Click here for our seminar cancellation policy

Barnett International is accredited by the Accreditation Council for Pharmacy Education as a provider of continuing pharmacy education.  Participants will receive 15 hours (1.5 CEUs) of continuing education credit for full participation, including the completion of a pre-test, post-test and program evaluation.  Barnett International will mail ACPE statements within three weeks of program completion.  ACPE# 0778-0000-12-048-L04-P. Released: 10/12.

Hold this course at your company!

For more information, contact Naila Ganatra at (215) 413-2471.