ifficult Situation Saeed is a one-year experience medical representative working at Glasstap cosmeceutical Skin Care Company. He was budgeted 20,000 AED to accommodate a number of potential doctors in his area to the EADV spring symposium in Valencia, Spain. The conference registration fees is 2,000 AED, the flight will cost 5,000 AED and another 5,000 AED will be the hotel booking fees. Bearing in mind that the monthly Journal of EADV membership is 1000 AED. Saeed has already committed the company to pay two doctors the registration fees and other two doctors flight and accommodation fees respectively. A sum of 6,000 AED is all what is left with Saeed after his visits with the previous doctor. Yet, temporarily happy, Saeed realized that he made a huge mistake because due to poor research, he discovered that one of the doctors whom he made a deal with offering him the flight fees will be on a very long vacation as soon as he comes back from the conference, (a trick that was made by the doctor through not telling Saeed this piece of information) which means that the ROI expected from this doctor will be almost nothing, a thing that made Saeed’s boss angry and asking to compensate this loss. Hence, Saeed quickly reviewed the rest of the doctors list and marked two doctors with probable potentiality. The first one (number of 30 patients per day) is a directing style doctor who is in a fair relationship with Saeed, this doctor prefers to prescribe dermo-cosmetic products, but in order to take the full advantage of the services offered by different companies, he directs his prescription to which company that offers better quality service. Despite his disloyal attitude, he is willing to commit to the deal made, yet it should be a timed deal. This doctor wants to b e paid the accommodation and the flight fees. The second choice is an affiliating doctor (15 patients per day) with a passion of academic research. This doctor doesn’t like the deals made on the service basis , he gets easily offended with a d irect give/take negotiation that many medical rep s might follow. However, he believes in Glasstap products and respects all their medical reps. This doctor will be satisfied by the registration fees. So, based on this given information, meet both of them and negotiate.
