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Soft skills (I) – The Importance of Negotiation in Our Professional Career

Reading Time: 3 minutesThe ability to negotiate is one of the most valuable skills in the professional world. However, despite its relevance, few professionals receive specific training in this area. Moreover, negotiation is often perceived as an uncomfortable task, leading many to avoid it whenever possible.

In this article, we will discuss the key aspects of negotiation, its impact on professional development, and some practical tips to improve this skill.

Why Do We Avoid Negotiating?

There are several reasons why negotiation is not a popular activity among professionals. Some of the most relevant include:

  1. Responsibility for the Results: The success or failure of a negotiation largely depends on the negotiator’s performance, and the consequences can significantly impact the organization they represent.
  2. Uncertainty and Lack of Information: In many negotiations, available information is limited, creating a sense of insecurity. Not knowing how far the other party can go is a factor that can generate stress.
  3. Emotional Involvement: Negotiation can easily become an emotional process. Since it involves personal or company interests, people often take it personally, making rational decision-making difficult.

What Is Not Negotiation?

To better understand what negotiation is, it is useful to clarify what it does not represent. Negotiation does not mean:

  • Getting your way at all costs.
  • Defending yourself from a threat.
  • Haggling like in a simple commercial transaction.
  • Convincing the other party to accept your terms without considering their needs.
Negotiation is a collaborative process in which both parties seek a mutually beneficial exchange. Its purpose is to achieve a result that is better than the initial situation and, ideally, to strengthen long-term relationships.

The Most Important Phase: Preparation

Success in negotiation is not a matter of chance but of meticulous preparation. A well-prepared negotiation allows for anticipating different scenarios and facilitates strategic decision-making during the process. As the saying goes, success is paid in advance and in full; in negotiation, this means preparation.

Benefits of Good Preparation:

  • Reduced Stress: Knowing the context and possible responses decreases uncertainty and pressure.
  • Greater Effectiveness in Negotiation: Without preparation, achieving good results is difficult.
  • Flexibility and Adaptation: Proper preparation allows focus on the negotiation’s progress rather than worrying about the next move.
  • Handling the Unexpected: Considering various possibilities makes it easier to respond to unforeseen situations.

Key Aspects in Preparation:

Before entering a negotiation, it is crucial to answer the following questions:

  1. Do I have an alternative if no agreement is reached?
  2. What are the key points I need to negotiate?
  3. What are my objectives and the limits I cannot exceed?
  4. Is time working in my favor or against me?
  5. How do these same factors affect the other party?

The Power of Listening in Negotiation

During the negotiation process, one of the most common mistakes is talking too much and listening too little. Information is the raw material of negotiation, and the best way to obtain it is by allowing the other party to speak.

A good negotiator knows that the best concession to make is giving the other party the floor. When people feel heard, they lower their guard and become more open to reaching satisfactory agreements.

The Good Negotiator’s Decalogue

To improve our negotiation skills, it is helpful to consider the following fundamental principles:

  1. Negotiating is collaborating and exchanging value.
  2. Negotiation is one of the main tools for generating wealth.
  3. Time should work in our favor, avoiding rushed decisions.
  4. Always keep the final objective in mind without being ruled by emotions.
  5. Preparation is the key to success in any negotiation.
  6. Always seek a win-win approach, especially in long-term relationships.
  7. Trust is fundamental: lying may sometimes be acceptable, but deception can destroy relationships.
  8. Information is power: the more we know, the better we can negotiate.
  9. Always exchange something instead of conceding without receiving anything in return.
  10. Avoid closing deals hastily to prevent unnecessary last-minute concessions.
Negotiation is an essential skill in the professional world. From salary agreements to strategic negotiations within a company, knowing how to negotiate effectively can make a difference in our careers. Although negotiating may be uncomfortable, the key to improvement lies in preparation and the development of skills such as active listening and information management.

Mastering negotiation will not only help us achieve better results but will also strengthen our ability to influence and lead in any professional environment.

Recommended Books

For those interested in delving deeper into the art of negotiation, some recommended books include:

  • Negociar es fácil, si se sabe cómo – Alejandro Hernández.
  • Getting to Yes: The Art of Negotiating Without Giving In – William Ury.
  • Never Split the Difference: Negotiating As If Your Life Depended On It – Chris Voss.
 
Rafael Palomino Rodríguez

Autor Rafael Palomino Rodríguez

The Importance of Continuous Learning for Professionals in the Pharmaceutical Industry

Reading Time: 3 minutesIn recent posts we have seen that the pharmaceutical industry is undergoing rapid transformation, driven by technological advancements such as artificial intelligence (AI) and significant shifts in global healthcare systems. In this context, continuous learning has become crucial for professionals in the sector—not only to keep pace with constant evolution but also to capitalize on new opportunities and address emerging challenges.

The Speed of Change in the Pharmaceutical Industry

Technological advancements are redefining how drugs are developed, manufactured, and distributed. AI, for example, is revolutionizing drug research and development by enabling unprecedented data analysis capabilities (1). Moreover, global healthcare crises, such as the COVID-19 pandemic, have highlighted the need for adaptability and resilience in the pharmaceutical sector. To remain competitive and relevant, professionals in the industry must embrace a growth mindset. This mindset involves the belief that skills and knowledge can be developed through effort and continuous learning, which is essential for adapting to rapid changes and staying ahead of the curve.

Evolution of Hard Skills

Hard skills, or technical competencies, are fundamental in the pharmaceutical industry and must evolve to align with technological advancements and new sector demands. Practically, this includes:
  1. Proficiency in Emerging Technologies: Continuous learning in emerging technologies such as AI and big data analytics is crucial. These technologies are increasingly involved in drug research and development, optimizing manufacturing processes, and personalizing treatments (2).
  2. Knowledge of Regulations and Standards: With the globalization of the pharmaceutical market, professionals must stay updated on international regulations and standards. Keeping abreast of changes in regulations concerning clinical trials, drug approvals, and good manufacturing practices requires continuous education (3).
  3. Project Management Skills: The ability to manage complex projects is increasingly valued, as drug development involves coordinating multiple disciplines and international teams.

Evolution of Soft Skills

Soft skills, or interpersonal skills, are equally important and must adapt to new workplace realities. Key soft skills that should be developed include:
  1. Effective Communication: As interdisciplinary and global collaboration increases, the ability to communicate ideas clearly and effectively becomes crucial. This includes presenting complex data in an understandable manner and negotiating with various stakeholders (4).
  2. Adaptability and Change Management: The capacity to adapt to new technologies and processes is vital. This involves not only learning new tools but also managing change within teams and adjusting to new ways of working.
  3. Teamwork and Leadership: As pharmaceutical projects become more complex, effective teamwork and leadership are essential. The ability to lead multidisciplinary teams and foster effective collaboration is critical for project success (5).

Profiles Requiring Intensive Training

Certain profiles within the pharmaceutical industry require more intensive ongoing training, including:
  1. Researchers and Scientists: Given the rapid pace of scientific and technological advancements, researchers must stay informed about the latest developments in their fields and emerging technological tools.
  2. Regulatory and Compliance Specialists: These professionals need regular updates on global and local regulations to ensure that products meet all legal requirements.
  3. Project Managers and Team Leaders: As projects grow in complexity, these roles need to continuously improve their skills in project management, leadership, and collaboration.

Strategies for Continuous Learning

Effective strategies for continuous learning in the pharmaceutical industry should be varied and tailored to individual and organizational needs. Strategies include:
  1. Online Courses and Webinars: Platforms like Coursera, edX, and LinkedIn Learning offer updated courses in emerging technologies, project management, and soft skills. Additionally, industry-specific webinars provide current information on relevant topics.
  2. Professional Certifications: Earning certifications in areas such as project management (PMP), data analysis, or pharmaceutical regulations can enhance professionals’ skills and credentials.
  3. Professional Development Programs: Participating in professional development programs offered by pharmaceutical associations and societies can provide more specialized and practical training (6).
  4. Networking and Conferences: Attending industry conferences and events helps professionals stay informed about the latest trends and build valuable connections with other experts in the field.

Conclusion

Continuous learning is essential for professionals in the pharmaceutical industry in a rapidly changing environment. By adopting a growth mindset and focusing on both hard and soft skills, professionals can not only stay current but also lead in an increasingly competitive and complex sector. Investing in continuous education is not just a necessity but a key strategy for success and innovation in the pharmaceutical industry.

References:

  1. Zhang, X., et al. (2023). “AI in Drug Discovery: Current Applications and Future Prospects.” Journal of Medicinal Chemistry.
  2. Topol, E. (2019). Deep Medicine: How Artificial Intelligence Can Make Healthcare Human Again. Basic Books.
  3. FDA. (2023). “Guidance Documents (Drugs).” U.S. Food and Drug Administration.
  4. Greenleaf, R.K., et al. (2022). Leadership and the Power of Communication. Routledge.
  5. Katzenbach, J.R., & Smith, D.K. (1993). The Wisdom of Teams: Creating the High-Performance Organization. HarperBusiness.
  6. ISPE. (2023). “Professional Development and Training.” International Society for Pharmaceutical Engineering.
Rafael Palomino Rodríguez

Autor Rafael Palomino Rodríguez