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Main Subject - How To Negotiate With The Four Personality Types
People negotiate differently and behave differently during the negotiation process.
We can observe different styles of negotiation and how different types of behaviour can affect the outcome of negotiations.
In commercial negotiations, some people negotiate quickly and take risks, others take their time and try to avoid risk. Some buyers are very loyal, others
We can observe different styles of negotiation and how different types of behaviour can affect the outcome of negotiations.
In commercial negotiations, some people negotiate quickly and take risks, others take their time and try to avoid risk. Some buyers are very loyal, others
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
will
automatically shop around. Some negotiators can be quite intimidating to the point
of being rude; others are quite passive and easily manipulated.
This makes selling and negotiating a real challenge. To negotiate with all these different buyer types we need to be able to adapt our behaviour and be flexible in our approach.
To begin this process we ca
This makes selling and negotiating a real challenge. To negotiate with all these different buyer types we need to be able to adapt our behaviour and be flexible in our approach.
To begin this process we ca
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
n look at two aspects of buyer behaviour; assertiveness and responsiveness.
People who are assertive are confident and know what they want. They are not afraid to put forward opinions and are willing to listen to the opinions of others. They are not afraid of conflict and will be more than happy to argue their case.
People who are highly assertive can be seen
People who are assertive are confident and know what they want. They are not afraid to put forward opinions and are willing to listen to the opinions of others. They are not afraid of conflict and will be more than happy to argue their case.
People who are highly assertive can be seen
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
as being aggressive while people who
lack assertiveness are often passive and get taken advantage of. There are times
when it is appropriate to be more or less assertive and we need to recognise when
these times are.
Responsiveness means the extent to which people are willing to respond to us and our questions. Some people are highly responsive and will giv
Responsiveness means the extent to which people are willing to respond to us and our questions. Some people are highly responsive and will giv
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
lots of information
about themselves, their problems and needs. Others are unwilling or unable to
respond in this way and we see these people often as being negative or difficult.
We are all different and some of us are naturally assertive and some of us are not. Salespeople tend to be quite responsive, but sometimes we lack assertion. An example of this i
We are all different and some of us are naturally assertive and some of us are not. Salespeople tend to be quite responsive, but sometimes we lack assertion. An example of this i
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
s during negotiations.
When customers put us under pressure to reduce prices or give discounts we find it difficult and uncomfortable and worry about damaging the relationship with the buyer.
There are four basic styles of behaviour and these are determined by the way, in which people relate to one another.
How can you ensure that you approach people in the
When customers put us under pressure to reduce prices or give discounts we find it difficult and uncomfortable and worry about damaging the relationship with the buyer.
There are four basic styles of behaviour and these are determined by the way, in which people relate to one another.
How can you ensure that you approach people in the
ucts have become life saving products for the pharmaceutical companies who doesnt have many innovative molecules in their product pipeline and have been inc
correct way?
Knowing About Social Styles, developed by Merrill and Reid, is a theory which I have discussed in several of my articles and it is very useful to have a thorough understanding of it when negotiating. In the Social Styles Model there are four basic styles or preferred ways of interacting with others.
Merrill and Reid believe that a p
Knowing About Social Styles, developed by Merrill and Reid, is a theory which I have discussed in several of my articles and it is very useful to have a thorough understanding of it when negotiating. In the Social Styles Model there are four basic styles or preferred ways of interacting with others.
Merrill and Reid believe that a p
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
ersons Social Style is a way of coping with others. People become most comfortable with that style, in themselves and others.
A persons Social Style is measured in relation to three behavioural dimensions:
Assertiveness
Responsiveness
Versatility.
The Assertiveness Scale:
Measures the degree to which a person is seen as attempting
A persons Social Style is measured in relation to three behavioural dimensions:
Assertiveness
Responsiveness
Versatility.
The Assertiveness Scale:
Measures the degree to which a person is seen as attempting
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
o influence the thoughts, decisions or actions of others either directly by tell behaviour or by questioning, i.e. ask behaviour.
Tell Behaviour: Is risk-taking, fast-paced, challenging.
Ask Behaviour: Is co-operative, deliberate actions, minimising risks.
The Responsiveness Scale:
Measures the degree to which a person either o
Tell Behaviour: Is risk-taking, fast-paced, challenging.
Ask Behaviour: Is co-operative, deliberate actions, minimising risks.
The Responsiveness Scale:
Measures the degree to which a person either o
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
penly expresses their feelings or controls their feelings. The ends of the scale are control and emote.
Control Behaviour: Is disciplined, serious, and cool.
Emote Behaviour: Is relationship oriented, open, and warm.
The two scales combine to give a two-dimensional model of behaviour, which will help you to understand how others perceive you. Th
Control Behaviour: Is disciplined, serious, and cool.
Emote Behaviour: Is relationship oriented, open, and warm.
The two scales combine to give a two-dimensional model of behaviour, which will help you to understand how others perceive you. Th
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
e dimensions of behaviour will also help you to plan how you can deal more effectively with people of different Social Styles.
The Four Social Styles And How You Should Negotiate With Them:
Driver .The Director.
Assertive but not responsive
Task rather than people oriented.
Decisive and determined
Controlled emotions
Set on efficiency
The Four Social Styles And How You Should Negotiate With Them:
Driver .The Director.
Assertive but not responsive
Task rather than people oriented.
Decisive and determined
Controlled emotions
Set on efficiency
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
and effectiveness.
Likes control, often in a hurry.
Firm, stable relationships
Stubborn, tough.
Impatient.
Inflexible poor listener.
To Negotiate With Drivers:
Plan to ask questions about and discuss specifics, actions and results.
Use facts and logic.
When necessary, disagree with facts rather than opinions. Be assertive.
Keep it
Likes control, often in a hurry.
Firm, stable relationships
Stubborn, tough.
Impatient.
Inflexible poor listener.
To Negotiate With Drivers:
Plan to ask questions about and discuss specifics, actions and results.
Use facts and logic.
When necessary, disagree with facts rather than opinions. Be assertive.
Keep it
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
usiness-like, efficient and to the point.
Personal guarantees and testimonials are least effective, better to provide options and facts.
Do not invade personal space.
Expressive. The Socialiser.
Assertive and responsive.
Reactive, impulsive, decisions spontaneous, intuitive
Placing more importance on relationships than tasks
Emotionally e
Personal guarantees and testimonials are least effective, better to provide options and facts.
Do not invade personal space.
Expressive. The Socialiser.
Assertive and responsive.
Reactive, impulsive, decisions spontaneous, intuitive
Placing more importance on relationships than tasks
Emotionally e
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
xpressive, sometimes dramatic.
Flexible agenda, short attention span, easily loved.
Enthusiastic.
Strong persuasive skills, talkative and gregarious.
Optimistic; takes risks.
Creative.
To Negotiate With Expressives:
Seek opinions in an area you wish to develop to achieve mutual understanding.
Discussion should be people as well as fact o
Flexible agenda, short attention span, easily loved.
Enthusiastic.
Strong persuasive skills, talkative and gregarious.
Optimistic; takes risks.
Creative.
To Negotiate With Expressives:
Seek opinions in an area you wish to develop to achieve mutual understanding.
Discussion should be people as well as fact o
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
riented.
Keep summarising . work out specifics on points of agreement.
Try short, fast moving experience stories.
Make sure to pin them down in a friendly way.
Remember to discuss the future as well as the present.
Look out for the impulse buy.
Amiable The Supporter.
Not assertive but responsive.
Dependent on others.
Respectful, willi
Keep summarising . work out specifics on points of agreement.
Try short, fast moving experience stories.
Make sure to pin them down in a friendly way.
Remember to discuss the future as well as the present.
Look out for the impulse buy.
Amiable The Supporter.
Not assertive but responsive.
Dependent on others.
Respectful, willi
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
ng and agreeable.
Emotionally expressive.
Everyones friend; supportive; soft-hearted.
Low risk taker, likes security
Group builder.
Over sensitive.
Not goal orientated.
To Negotiate With Amiables:
Work, jointly, seek common ground.
Find out about personal interests and family.
Be patient and avoid going for what looks like an easy
Emotionally expressive.
Everyones friend; supportive; soft-hearted.
Low risk taker, likes security
Group builder.
Over sensitive.
Not goal orientated.
To Negotiate With Amiables:
Work, jointly, seek common ground.
Find out about personal interests and family.
Be patient and avoid going for what looks like an easy
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
pushover.
Use personal assurance and specific guarantees and avoid options and probabilities.
Take time to be agreeable.
Focus discussion on .how.
Demonstrate low risk solutions.
Dont take advantage of their good nature.
Analytical The Clinician.
Not assertive, not responsive.
Precise, orderly and business-like.
Rational and co-ope
Use personal assurance and specific guarantees and avoid options and probabilities.
Take time to be agreeable.
Focus discussion on .how.
Demonstrate low risk solutions.
Dont take advantage of their good nature.
Analytical The Clinician.
Not assertive, not responsive.
Precise, orderly and business-like.
Rational and co-ope
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
rative.
Self-controlled and serious.
Motivated by logic and facts.
Not quick to make decisions.
Distrusts persuasive people.
Like things in writing and detail.
Security conscious.
Critical, aloof, sceptical.
Excellent problem solver.
Likes rigid timetables.
To Negotiate With Analyticals:
Take action rather than words to demonstr
Self-controlled and serious.
Motivated by logic and facts.
Not quick to make decisions.
Distrusts persuasive people.
Like things in writing and detail.
Security conscious.
Critical, aloof, sceptical.
Excellent problem solver.
Likes rigid timetables.
To Negotiate With Analyticals:
Take action rather than words to demonstr
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
ate helpfulness and willingness.
Stick to specifics . Analyticals expect salesmen to overstate.
Their decisions are based on facts and logic and they avoid risk.
They can often be very co-operative, but established relationships take time.
Consider telling them what the product wont do . they will respect you for it, and they will have spotted the def
Stick to specifics . Analyticals expect salesmen to overstate.
Their decisions are based on facts and logic and they avoid risk.
They can often be very co-operative, but established relationships take time.
Consider telling them what the product wont do . they will respect you for it, and they will have spotted the def
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
iciencies anyway.
Discuss reasons and ask why? questions.
Become less responsive and less assertive yourself.
If you are serious about developing not just your negotiation skills but also your all-round communication skills, I do advise you to familiarise yourself with the Social Styles model.
Copyright © 2007 Jonathan Farrington. All rights reserve
Discuss reasons and ask why? questions.
Become less responsive and less assertive yourself.
If you are serious about developing not just your negotiation skills but also your all-round communication skills, I do advise you to familiarise yourself with the Social Styles model.
Copyright © 2007 Jonathan Farrington. All rights reserve
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
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