SAMPLE OF CURRICULUM (not all inclusive)
• Analysis of Power & Power Sources
• Improved Planning For Vendor & Interdepartmental Negotiations
• Establishing Winning Objectives, Strategies & Tactics
• Importance Of Questions, Hard Listening, & “Ignorance”
• Effective Utilization Of Time To Enhance Your Bargaining Position
• Creating & Breaking Deadlocks For Strategic Advantage
• Using Concessions Better To Get More From Vendors
• Defending Against Opponent Arguments
• Avoiding Pitfalls That Weaken Your Bargaining Position
• How To Best Utilize These Negotiation Tactics:
.....High Goals | Patience | Acceptance Time | Lowering Expectations | Authority | Deadlines
.....Taking Risks | Legitimacy | Auctions | Bogey | Crunch | CrunchPlus
• Strategies & Tactics Specifically For Interdepartmental Vendor Negotiations
• Special Considerations: RFP’s, Refurbishing, Price Increases, Bids, Capitation, Memos Of Agreement,
.. Consignment, Hospital Owned Inventory, New Product Review Committees