BUS300 Negotiation Presentation: Mc Kesson Communication & Power

This presentation analyzes negotiation strategies, power dynamics, and communication techniques used at Mc Kesson, a major pharmaceutical distributor. It begins by profiling Mc Kesson's clients, including retail chains and hospitals, and identifies the types of negotiations the company encounters, specifically integrative negotiation. The presentation then explores Mc Kesson's sources of power, such as its innovative technologies and generic drug offerings. It further details communication techniques for both in-person and virtual negotiations, including active listening and effective email communication. The presentation concludes by illustrating how these communication techniques are applied within Mc Kesson, emphasizing clear messaging and non-verbal communication to enhance self-awareness and audience appeal. The presentation, designed for new employees, provides practical scenarios to help them understand and utilize these negotiation tools effectively. The work follows APA guidelines with proper citations.

Negotiation of Mc Kesson
NAME OF THE STUDENT
NAME OF THE UNIVERSITY
AUTHOR NOTE

Clients of Mc Kesson
 Good Neighbour Pharmacy
 Hy- Vee
 Health Mart System
 Atmore Community Hospital
 Baptist Medical Centre East
 Brookwood Medical Centre
 Heart of America Surgery Centre

Kind of negotiation faced by
Mc Kesson
Integrative Negotiation
 The retail chains, hospitals and
pharmaceutical companies co-
operate with Mc Kesson so that
they can together achieve
something big
 The negotiator wants to get
something of value while it trades
something that has less value
 The negotiator wants to engage in
long term relationship that can
offer them greater amount of
security

Source of power in
Negotiation
 The source of power in
negotiation comes from the fact
that Mc Kesson has the best
alternative to that of a
negotiated agreement. They
have to depend less on the
opposing party for reaching their
needs
 Mc Kesson makes use of
innovative technologies along
with new ideas that helps in
providing them with the power in
relation to negotiation

 The generic drugs of Mc Kesson
keeps down the cost of the
patients and delivers great
quality drugs that gives them the
power in relation to negotiation
 They have got drug distribution
solution for the pharmacies and
the hospitals that provides them
with power of negotiation.

Communication technique for in-
person negotiation
 Listening Skills: Maintaining
focus can help one party in
understanding the intentions of
the other party
 Logical Approach: The
adequate preparation should be
made that can help in
communicating in an effective
manner

Communication Technique for
Virtual Negotiation
 Telephone negotiation
necessitates that an individual is
prepared and good question can
help in drawing information from
the other party
 Putting the key points in the
beginning of a e-mail can help a
company in the aspect of
negotiation

Communication Technique at
Mc Kesson
 The message is conveyed by Mc
Kesson in the right manner that
helps them in increasing self-
awareness and appeal to the
audience
 The non-verbal communication
techniques like affirmative
movement are employed by Mc
Kesson that helps them in
conveying their agenda clearly

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