Learning objectives
The purpose of the course is to provide the new communications skills required by ISF in relation to one’s interlocutors and evolution of the pharmaceutical market. <br />
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In particular, the course will analyse the evolution of the scenario and new requirements of Scientific Information, provide tools that make it possible to vary one’s style on the basis of a range of interlocutors, acquire communication methods that can be adapted to various types of physicians and conducting an interview.
Prerequisites
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Course unit content
<br />* The new role of the ISF (pharmaceutical scientific informer): communications skills required< o:p> <br />
* Effective communication: meaning and feedback <br />
* What influences the relationship? <br />
* Different language for different interlocutors <br />
* Comparison of interview models <br />
* ”Critical” aspects of communication: involvement of the interlocutor, time, closing <br />
* Being on the same wavelength as the interlocutor and empathy: relationship and guide <br />
* Linguistic models available to the ISF (pharmaceutical scientific informer) <br />
* Drawing out the decision-making strategies of the interlocutor <br />
* Ethics of communication and its consequences
Full programme
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Bibliography
- Lecture notes provided by the professor <br />
- J. Richardson, ?Introduzione alla PNL (La magia del Rapport). How to create effective communication with people in any situation - NLP ITALY editrice <br />
- ! ; L. Caterino, ?COMUNICAZIONE MEDICO PAZIENTE. Communication as a working tool of the physician - NLP ITALY editrice <br />
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- R. Bandler, J. La Valle, ?PERSUASION ENGINEERING? - NLP ITALY editrice
Teaching methods
Written exam to be passed with a grade to be defined; oral interview in the event of below-standard exam results.
Assessment methods and criteria
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Other information
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