1. Negotiation Skills
By : Eslam Abo El Enain@ Eli Lilly – KSA
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2. Agenda
Negotiation definition.
Ideal negotiators.
Negotiation steps.
Versatility.
Objections and dirty tricks handling.
Some wises.
By : Eslam Abo El Enain@ Eli Lilly - KSA

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

12. deliberate deception.
II. Ambiguous authority.
III. Phony fact.
IV. Dubious intention.
By : Eslam Abo El Enain@ Eli Lilly - KSA

13. Psychological warefare.
II. Stressful situation.
III. Threats.
IV. Good-bad boy.
V. Personal attack.
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

26. By : Eslam Abo El Enain@ Eli Lilly - KSA

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