Never Split The Difference MSL Talk podcast

12M ago 52:36

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In this weeks episode, Linda Traylor, VP, Head of Medical Excellence at Acceleration Point and Josh Yoder, Sr Medical Science Liaison at Aurinia, discuss the book, Never Split the Difference by Chris Voss, a MUST read for MSLs and Medical Affairs Professionals.

Learn more about…

👉 How to use tactical empathy and active listening
👉 What is mirroring and how can it be used in field medical?
👉 How to use labeling, also called naming
👉 What are calibrated questions and how can MSLs use them
👉 What is the 7-38-55 rule and why is it so important

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MSL Talk is a podcast that features helpful information for current Medical Science Liaisons, Medical Affairs leaders, job seekers looking to break into the pharmaceutical industry in their first MSL role, as well as anyone interested in hearing good industry conversation and medical affairs discussions.

(0:00) Introduction of guests Linda Traylor and Josh Yoder (0:14) Book review of Never Split the Difference by Chris Voss (1:12) Introductions and backgrounds of Linda Traylor and Josh Yoder (5:07) Relevance of Chris Voss's background to MSLs and communication skills (8:02) Human interaction and relationships in MSL roles (10:35) Tactical empathy and trust-building in MSL practice (14:26) Perspectives on tactical empathy and neuroresonance (17:31) The role of active listening in MSL interactions (21:42) Introduction to labeling and mirroring concepts from the book (26:02) Practical applications of mirroring and calibrated questions in conversations (38:14) The 7-38-55 rule and its significance in communication (42:37) "Hi, I'm Chris" discount technique and its use (46:06) Summary of negotiation tactics and their real-world application (47:40) Advantages of listening to the book on Audible (48:47) Career advice and continuous learning for MSLs (51:36) Interviewing tips and career development for MSLs (52:05) Closing remarks and call to action

256 episodes