The Managed Care Executive

(E3) The Art of Negotiation as a Managed Care Pharmacy Executive

Tuesday, October 17, 2023

3:15 PM – 4:30 PM East Coast USA Time

Location: Crystal J2

ACPE UAN:N/A | Contact Hours: N/A | Activity Type: N/A

Faculty(s)

Frank Marchesani

Vice President, Business Development
Scotwork North America
Bedminster, NJ
Julie Shen

Senior Executive Negotiation Consultant
Scotwork North America
Bedminster, NJ

Moderator(s)

Cynthia J. Pigg, MHA, FAMCP

SVP Trade and Provider Network
Elixir Pharmacy Solutions
Philadelphia, PA

Please note this session is not accredited for continuing pharmacy education.

People who convince others aren’t just persuasive - they negotiate their positions and demonstrate the value of the relationship. What can you do when your internal team doesn’t align? What happens when data doesn’t move the other side? What if the negotiation seems like it’s only about price? Negotiations are a daily part of doing business. Professionals at every level can achieve greater success when they negotiate effectively.

Join faculty from a leading negotiation consultancy in this interactive workshop-style session that will boost your negotiation efficacy as they focus on the importance of negotiation in a strategic partnership and provide practical negotiation skills that can be used immediately in a hands-on, interactive, and entertaining manner.

Learning Objectives::

At the completion of this activity, participants should be able to:

Describe how to use negotiation to align multiple parties.
Recognize how to gain power without making concessions.
Summarize how to create and strengthen relationships by making them based on value, not price.