The Art of Negotiation in Todays Business Environment

Negotiating skills are critical to the managed markets field force’s ability to identify, access, and interact with key decision makers in managed markets. Often the managed care organization’s position is anchored on rebates. An account manager who is skilled in the competencies of effective negotiations will be able to shift to a negotiating process which identifies the interests of the managed care organization. The negotiation techniques acquired during this program will enable account managers to discover how to overcome their natural reluctance to bargain and how to thoroughly prepare for each negotiation. The account managers will learn the strategy and tactics used by today’s most effective negotiators-and how to defend against them. Finally, account managers will develop the skills sets to work fluently with customers and colleagues establishing goals which are mutually beneficial.


  • Describe and implement the components in preparing a negotiation which will reach the best agreement, not just any agreement.
  • Develop rational strategies for creating integrative agreement. Creating positive relationships by sharing information to reach mutually acceptable agreements.
  • Develop competencies necessary to manage conflict for a mutually acceptable resolution.
  • How to negotiate in a Diversified Workforce. Account Managers are required to work with customers, colleagues, and superiors with different goals, motivations, and cultural backgrounds.