Management Forum Logo

Presented by
Management Forum

Positive Persuading and Influencing Skills for Pharma Professionals Training Course

This two-day workshop will give you an opportunity to improve and enhance your persuading and influencing skills within business

★★★★★ "I have really appreciated Robert's speech, his mastery of the topics, his tone of the voice and nonv... more (32)"

29-30 July 2024
+ 11-12 November 2024 »

from £799

Need help?  Enrol or reserve


This two-day workshop will help you to build confidence and acquire the necessary skills to increase your personal effectiveness in dealing with colleagues, clients, bosses and stakeholders across the pharmaceutical industry. Dynamically designed and delivered, the interactive programme focuses on best practice tips and techniques that will allow you to strengthen and perfect your influencing ability in three key areas:

  • Improved inter-dependent working across functions and even cultural boundaries
  • Increased self-awareness – gaining insights in how you come across to others
  • Great communication, self-projection and influencing skills

Attending this seminar will help you to understand and define behaviours which lead to effective interpersonal communication at different levels, both inside and outside the organisation.

Despite the virtual nature of this webinar, it has been designed to take advantage of the BigBlueButton platform. Participants will be expected to participate both visually and with audio (seen and heard) throughout the sessions.

Benefits of attending:

  • Identify some of the more challenging obstacles to effective communication
  • Learn how to prepare for one-to-one and one-to-group communication
  • Acquire and practise communication skills which lead to improved relationships in the workplace
  • Explore strategies for handling difficult people and situations
  • Learn how to work with individuals from different functions and cultural backgrounds
  • Develop a personal effectiveness ‘action plan’ for the future

‘Influencing and Persuading – Art or Skill?’ Our expert speaker Robert Hersowitz writes about the importance of influencing and persuading skills within business and outlines four components to learning how to become an effective influencer. Click here to read about the course and see how will it benefit your career.

This training course is part of our collection of Leadership & Management Training Courses which focus on leadership, innovation, strategy, communication, finance, problem solving and conflict management, to name a few key areas.

Who should attend?

This course will be relevant for anyone working in the pharmaceutical, medical device or animal health industries who wants to improve their influencing skills in the workplace, including:

  • Experienced line managers and leaders
  • Newly appointed managers
  • Functional or department heads
  • Project or team leaders
  • Technical support specialists
  • Advisers and consultants

Enrol or reserve

The Positive Persuading and Influencing Skills for Pharma Professionals course will cover:

Introduction, welcome and objectives

  • Defining personal effectiveness (scene-setting, terms of reference – behaviour and personality – group work and discussion)

Behavioural influences (self-awareness)

  • Factors which influence human behaviour at home and at work
  • Family and parents – genetic, gender and generation influences
  • Culture and ethnicity
  • Understanding the difference between negative manipulation and influencing with integrity

Understanding the diverse forces which influence motivational response

  • Mindsets
  • Gender
  • Generation and age
  • Nationality and regionality
  • Behavioural styles
  • Leadership and management styles

Communication models that work

  • An introduction to EI (emotional intelligence) – EI self-mapping tools
  • How to read and interpret other people’s behaviour
  • Calibrating – pacing and/or leading – neuro-linguistic programming concepts and skills
  • Defining and distinguishing positive and negative behaviours
  • Examining and exploring passive, aggressive and assertive behaviour
  • Techniques for assertiveness
  • Analysing behaviour patterns – self-others using the people mapping and behavioural toolkit

Communication skills workshop

  • Developing communication strategies that work
  • The 4-Box Model
  • Planning communication: starting, maintaining and ending discussion
  • Techniques for involving others
  • Listening skills: theory and practice – open and closed questions, summarising and clarifying
  • Learning to say no, handle criticism, express criticism, make requests
  • Preparing for difficult conversations with colleagues, peers and other stakeholders
  • ‘Selling’ ideas, getting buy-in and commitment from others
  • Influencing a group of individuals who represent different ‘style challenges’
  • Influencing people from other cultures and backgrounds
  • E-persuasion and influencing – using IT tools such as email and teleconferencing to persuade and influence from a distance
  • Dealing with difficult customers, colleagues, bosses and staff
  • Techniques for self-projection
  • Handling aggressive as well as passive individuals
  • Working with non-verbal communication
  • Managing conflict and stressful communication – response vs reaction
  • Evaluating performance and planning for improvement – follow-up

Enrol or reserve

Robert Hersowitz

Robert Hersowitz has established an international reputation as a management and management development consultant. He has spent the past thirty years designing and delivering programmes and workshops to a wide variety of organisations in Europe, the USA, the Middle East and Africa. His expertise is broadly based, working with middle and senior management in the private and public sector. He has trained and coached over 30,000 managers and executives.
Other assignments include long-standing projects with clients in the airports, industrial gases, information technology, financial services, pharmaceutical industries, govt., military and voluntary sectors.
He is a regular contributor to conferences as a keynote speaker and seminar leader both in the UK and abroad. He has written and published several articles and has contributed to a number of books on themes of Human Resource Development, Virtual Teams and Self Managing Teams for Prentice Hall and HRD Associates

More details

NEW higher discounts for multiple bookings - bring your colleagues to make your training budget go further:

  • 30% off the 2nd delegate*
  • 40% off the 3rd delegate*
  • 50% off the 4th delegate*

Please contact us for pricing if you are interested in booking 5 or more delegates

29-30 July 2024

Live online

09:30-17:30 UK (London) (UTC+01)
10:30-18:30 Paris (UTC+02)
04:30-12:30 New York (UTC-04)
Course code 13764

  • GBP 799 999
  • EUR 1,159 1,439
  • USD 1,327 1,639

Until 24 Jun

View basket 

Not ready to book yet?

for 7 days, no obligation

11-12 November 2024

Live online

Course code 14019

  • GBP 799 999
  • EUR 1,159 1,439
  • USD 1,327 1,639

Until 07 Oct

View basket 

Not ready to book yet?

for 7 days, no obligation

* Early booking discounts may not be combined with other discounts or offers. As such, the discounts for 2nd/3rd/4th delegates are based on the full price; and apply only when booking multiple delegates on the same date.

Reviews of IPI's Positive Persuading and Influencing Skills for Pharma Professionals training course

I have really appreciated Robert's speech, his mastery of the topics, his tone of the voice and nonverbal language and how he has organized the course in a very interactive way. I'm very positive impressed and I'll suggest this course to my colleagues.

Nov 13 2023

Jessica Coretti
Global Regulatory Affairs Specialist, Chiesi Farmaceutici S.p.A.

Nov 13 2023

Everything I hoped to get from this webinar I got, the goal was to better understand people's goals and learn tools to improve my interactions with colleagues/clients. The course provided a good set of tools to assess people's interests and practically apply different interaction strategies. The course content covered useful areas for my development. Robert was very engaging. He spoke and explained things very clearly.

Daniele Novara
Sr Clinical Oversight Manager, Kowa Pharmacutical EuropeAG

Mar 27 2023

Excellent! Robert encouraged active participation by all attendees, and this coupled with his knowledge and experience made for a very worthwhile couple of days.

Michelle Galea
External Projects Manager, Optos plc

Mar 27 2023


Lakeisha Bryan
PV Compliance Manager, Eisai Europe Limited

Nov 13 2023

The course was interesting and helpful. I was hoping to improve my communication skills. I have learnt some tools that can help me with that.

Maria Alexia Acedo Camara
Americas RA Manager, Amryt Pharmaceuticals DAC,

Nov 14 2022

The presentation gives me some advices which can be applicable in my daily work. All was very clear and very well organised

Anne-Valerie Faucher
Associate Director, Blue Reg Pharma

Nov 14 2022

All communications prior to and during the programme was very good. The course content covered useful areas for my development. Robert was very engaging. He spoke and explained things clearly. The course exceeded my expectations

Grace Olokpa
Safety Evaluation Scientist, Eisai

Nov 14 2022

I would highly recommend this webinar- content was relevant and just enough. I felt engaged throughout and came away with a lot.

Laura McMillan
Associate Principal Scientist, Sitryx Therapeutics Limited

Nov 14 2022

The webinar was really interesting and very well organised also due to the detailed presentations shared and the high competence of the speaker. Robert managed the webinar in an excellent way, detailing and describing each item very clearly and involving the attendees in an active and proficient manner. He also managed the agenda granting several small breaks in order to maintain a high level of concentration of each attendee.

Carla Butti
Manager Legal Affairs, Helsinn Healthcare SA

Nov 16 2021

The webinar was terrific. We are a team of project managers who took the course together and we were all quite pleased with it. The webinar was well organized and presented. Robert provided concrete strategies for communicating and influencing different personality types, as well as how and when to be assertive. I highly recommend this course.

Jody Marie Scholz
Project Manager, Fresenius Kabi Ltd

Nov 16 2021

Content, presentation and speaker was very good.

Anja Ringstad
Project Managaer, Fresenius Kabi Ltd

Nov 13 2019

The goal was to better understand different people objectives and learn tools to improve my interactions with co-workers/clients. The course provided a good tool set to assess people's interests and practically apply different interaction strategies. The presentation was well structured and Robert was very knowledgeable and able to incorporate attendees' questions. There was a good balance between presentation, group discussions and practical role play.

Dominic Weyermann
Sales Manager , Celonic

Nov 13 2019

Thank you for the last two days. I will be looking forward to using the techniques which I learned in the real world.

Tomoe Felder
Manager, Clinical Excellence Operations, Clinical Development, Takeda Pharmaceuticals International AG

Nov 13 2019

The course was a real eye-opener – I got much more out of it than I was expecting. It has completely changed the way I think about my interactions with colleagues and clients. The speaker was absolutely fantastic, clearly very knowledgeable and a good presenter.

Thomas Hills
Research Engineer, Calix

Jun 12 2019

The course was very interactive, which I thought was important. We learnt about different communication theories and communication strategies based on different types of personality and leadership. Most importantly, it was useful to practice these strategies and learn how to apply them in your everyday life/business. Very effective.

Anna Vassova
Marketing Executive , Falconbury Ltd

Nov 13 2019

It was very informative and I gained knowledge which can be used in practice.

Zanna Bondaryk
Senior Regulaotry Affairs Officer, Fresenius Kabi Limited

Jun 12 2019

Very good – and with a small group it felt more personalised. The speaker is very experienced.

Duygu Bayrakci
Head of Operations, Hoyer Petrolog UK

Jun 14 2018

Quality presentation and delivery from start to finish. Excellent - will recommend to bring a session to my country.

Troy Whorms
Director, Cayman Islands Government

Jun 14 2018

This has been a very enjoyable course in a great location. I have learnt about aspects of my personality which I was previously unaware. Presenter has good energy and gages the groups level of engagement well.

Anna Amin
RFP Writer, Principal Global Investors

Jun 14 2018

Well prepared, good and useful material, many examples, serious and funny at the same time. Really pleased that I attended this course...

Evridiki Christaki
Legal Expert, Eurocontrol

Jun 14 2018

Mark created absolutely brilliant atmosphere. He keeps attention very well. I was satisfied and never bored.

Mariya Kelina
Senior consultant at Kontakt Intersearch Russia, Agenstvo Kontakt Ltd

Jun 14 2018

Content quite rich, presentation interactive and lively, speaker very precise and focused on the main theme of training.

Josephine Wong-Muller
Head of Fin. Operations, Compliance & User Support, European Patent Office

Jun 14 2018

Good pace, took time if people didn't understand but not at detriment of others - good balance of A/V activities and feedback.

Mark Christodoulou
Head of R&D, Britannia Pharmaceuticals Ltd

Nov 22 2017

Great course, great speaker and great content.

Paul Whiteside
Quality and Compliance Manager, The Institute of the Motor Industry

Nov 22 2017

All good

Peter Smallwood
Business Development Manager, ITW Security & Brand Identity

Jun 14 2017

A very well prepared, designed and executed course. Definitely added value.

Torsten Mueller
Associate Director, Janssen R&D

Nov 22 2017

The content was anchored in reality and felt relevant to my day to day work life. The speaker used materials such as powerpoint and film clips, to illustrate certain points but what was so excellent was that the attendees own work/exercises became the course material/illustrations.

Marika Reay
Innovation Manager, Swiss Precision Diagnostics

Nov 22 2017

This is a very educational course helping to understand how the people think and believe in themselves

Michal Slomczykowski
Medical Director, Geistlich Pharma

Nov 23 2016

Excellent throughout

David Wells
Royal Holloway, University of London

Nov 23 2016

Really insightful

Teresa Morris-Spicer
Clinical Effectiveness Specialist, Bupa

Nov 23 2016

Presenter was very effective. Spoke to everyone individually.

Pooja Shah
Pharmacovigilance Manager, Cancer Research UK

Nov 23 2016

Great use of video and photo

Gary Cloke
Head of T&C, Vanquis Bank Ltd

United Kingdom

  • Abbott Healthcare Products B.V
  • Acorn Medical Writing Limited
  • Blue Reg Pharma
  • Boehringer Ingelheim Animal Health Operations bv
  • Bristol-Myers Squibb Pharmaceuticals Ltd
  • Britannia Pharmaceuticals Ltd
  • Bupa
  • Calix
  • Cambridge Display Technology
  • Cancer Research UK
  • Carclo Tecnical Plastics
  • Eisai
  • Eisai Europe Limited
  • Falconbury Ltd
  • Ferring Pharmaceuticals
  • Fraedom UK Limited
  • Fresenius Kabi Limited
  • Hoyer Petrolog UK
  • ITW Security & Brand Identity
  • Jazz Pharmaceuticals
  • KalVista Pharmaceuticals
  • Molins
  • Molins Plc
  • Mudano
  • Mylan
  • Napp Pharmaceuticals Limited
  • Optimus Sourcing
  • Optos plc
  • Oscar Mayer Ltd
  • Pfizer
  • Pfizer R&D UK Ltd
  • Principal Global Investors
  • Royal Holloway, University of London
  • Sitryx Therapeutics
  • Sitryx Therapeutics Limited
  • Sitryx Therapeutics Ltd
  • Swiss Precision Diagnostics
  • The Institute of the Motor Industry
  • Vanquis Bank Ltd
  • Vivergo Fuels


  • Biogen
  • Celonic
  • Cilag AG (Johnson&Johnson)
  • Geistlich Pharma
  • Helsinn Healthcare SA
  • Janssen R&D
  • Kowa Pharmacutical EuropeAG
  • MSD Innovation & Development GmbH
  • Nestlé Skin Health
  • Takeda Pharmaceuticals International AG


  • Cofinimmo
  • Euroclear SA NV
  • Eurocontrol
  • GSK
  • Terumo BCT
  • Will Pharma


  • Boehringer Ingelheim Vetmedica GmbH
  • Cheplapharm Arzneimittel GmbH
  • European Patent Office
  • Life Molecular Imaging


  • Abbott Healthcare Products B.V
  • Dechra Veterinary Products
  • Lonza
  • Sanquin Plasma Products B.V.

Cayman Islands

  • Cayman Islands Government
  • Ministry of PLAHI


  • Lundbeck A/S, H
  • Novo Nordisk A/S


  • Bluereg Pharma Consult
  • ImCheck Therapeutics


  • Elanco Animal Health


  • Amryt Pharmaceuticals DAC,


  • Chiesi Farmaceutici S.p.A.


  • Polarized Ltd


  • Jackson, Etti & Edu


  • Fresenius Kabi Ltd


  • BIAL – Portela & Cª, S.A


  • Agenstvo Kontakt Ltd

Saudi Arabia

  • Capital Market Authority


  • Amadeus Scandinavia AB

Enrol or reserve

Run Positive Persuading and Influencing Skills for Pharma Professionals Live online for your team

3 days

Typical duration

Pricing from:

  • GBP 1,200
  • Per attendee, based on 10 attendees
  • Course tailored to your requirements
  • At your choice of location, or online


We can customise this course to your requirements and deliver it on an in-house basis for any number of your staff or colleagues.

Contact our in-house training experts Aleksandra Beer and Yesim Nurko to discuss your requirements:

Multiple colleagues? See above for details of our discounts for 2, 3, or 4 delegates. For more, talk to one of our training experts to discuss how to:

Run this course conveniently and cost-effectively in-house for your staff and colleagues

Aleksandra Beer

Aleksandra BEER
Training expert

Yesim Nurko

Training expert

+44 (0)20 7749 4749