METHODOLOGIES AND ETHICS OF COMMUNICATION
Learning outcomes of the course unit
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.
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.
Course contents summary
* The new role of the ISF (pharmaceutical scientific informer): communications skills required< o:p>
* Effective communication: meaning and feedback
* What influences the relationship?
* Different language for different interlocutors
* Comparison of interview models
* ”Critical” aspects of communication: involvement of the interlocutor, time, closing
* Being on the same wavelength as the interlocutor and empathy: relationship and guide
* Linguistic models available to the ISF (pharmaceutical scientific informer)
* Drawing out the decision-making strategies of the interlocutor
* Ethics of communication and its consequences
- Lecture notes provided by the professor
- J. Richardson, ?Introduzione alla PNL (La magia del Rapport). How to create effective communication with people in any situation - NLP ITALY editrice
- ! ; L. Caterino, ?COMUNICAZIONE MEDICO PAZIENTE. Communication as a working tool of the physician - NLP ITALY editrice
- R. Bandler, J. La Valle, ?PERSUASION ENGINEERING? - NLP ITALY editrice
Written exam to be passed with a grade to be defined; oral interview in the event of below-standard exam results.