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Main Subject - Negotiation Strategy or Just Negotiation-What do They Really Teach You?
Two Approaches:
There are two negotiation approaches prevailing in the world today, but unfortunately only one that is more widely spread, especially in the negotiation training circles.
First is the basic negotiation tactics approach, that dominates the training industry especially in the Western world. It is also practiced widely and naturall
There are two negotiation approaches prevailing in the world today, but unfortunately only one that is more widely spread, especially in the negotiation training circles.
First is the basic negotiation tactics approach, that dominates the training industry especially in the Western world. It is also practiced widely and naturall
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
y in the developing nations of the world.
Second is the strategic negotiation approach that is more complex and less common or even understood in the training circles, among people or in practice. Negotiation skills in general, are a prerequisite to success in any endeavor in life, from career progression, buying a car, resolving conflicts of any scale, growing a b
Second is the strategic negotiation approach that is more complex and less common or even understood in the training circles, among people or in practice. Negotiation skills in general, are a prerequisite to success in any endeavor in life, from career progression, buying a car, resolving conflicts of any scale, growing a b
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
siness to finding an attractive partner.
Being a vital skill to learn, I suggest that understanding the differences between the two approaches is a step in the right direction before you plunge into expensive courses, books and seminars on the subject.
The basic negotiation skills training prevailing in the market place today is merely a teaching of some tactics that may
Being a vital skill to learn, I suggest that understanding the differences between the two approaches is a step in the right direction before you plunge into expensive courses, books and seminars on the subject.
The basic negotiation skills training prevailing in the market place today is merely a teaching of some tactics that may
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
help people to outsmart others and get what they want from them regardless of the consequences.
This training is basically about selling a bunch of negotiating tactics to people who are eager to learn the skills fast while being amused and entertained by the presenter at the same time.
In any of this training, you learn tactics and cliches like: be assertive, win win, be
This training is basically about selling a bunch of negotiating tactics to people who are eager to learn the skills fast while being amused and entertained by the presenter at the same time.
In any of this training, you learn tactics and cliches like: be assertive, win win, be
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
prepared, aim high, be patient, focus on satisfaction (I like this tactic myself!), don’t accept first offer, don’t make large concessions, always be willing to walk away and so on. While this “teaching granny to suck eggs” approach to negotiation may be entertaining and fun, it certainly doesn’t give the full story or help people develop any negotiation skill.
Le
Le
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
t me assure you dear readers, having come originally from Egypt where bargaining attitude is a way of life and where every thing is negotiable, you will be eaten alive if you try to use any of these negotiating tactics you learned at a course when you negotiate with these people.
Secondly if you want presenters and teachers to talk to you about negotiation tactic
Secondly if you want presenters and teachers to talk to you about negotiation tactic
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
, I can provide them to you by the sack from these old and great developing nations.
This type of training makes a poor excuse for not teaching strategic negotiation and put people at risk of thinking that they have now acquired this vital skill.
Strategic negotiation on the other hand is a much more complex area of knowledge and yet, once learned and practiced yields gr
This type of training makes a poor excuse for not teaching strategic negotiation and put people at risk of thinking that they have now acquired this vital skill.
Strategic negotiation on the other hand is a much more complex area of knowledge and yet, once learned and practiced yields gr
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
ater outcome that is also long lasting.
The irony in both approaches:
The irony in both approaches is that in order to practice what you learned in the basic negotiation training, you really need to act like a “street wise” in your walk and talk or you will look like a ready and nice meal for lunch to your opponent. Not only this, I actually bel
The irony in both approaches:
The irony in both approaches is that in order to practice what you learned in the basic negotiation training, you really need to act like a “street wise” in your walk and talk or you will look like a ready and nice meal for lunch to your opponent. Not only this, I actually bel
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
eve that this basic negotiation approach is a culturally inborn trait and cannot be transmitted in training courses. It is more like you were either born with it or you were not.
The bigger irony and paradox about strategic negotiation is that while it is far more complex skill and require greater analytical mind, it is considerably easier to learn. It also lends itself m
The bigger irony and paradox about strategic negotiation is that while it is far more complex skill and require greater analytical mind, it is considerably easier to learn. It also lends itself m
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
ore to studying and practicing and in some cases doesn't require face to face "haggling" to achieve great outcome.
Strategic negotiation skill is not a culture driven inborn skill, it is universal in its application and methods.
Let me illustrate the two approaches by giving you a simplified negotiation case from the business world.
A Case for illustration
Strategic negotiation skill is not a culture driven inborn skill, it is universal in its application and methods.
Let me illustrate the two approaches by giving you a simplified negotiation case from the business world.
A Case for illustration
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
trong>:
A large company is buying important Data Base software to use as the underlying engine for all of its computer applications. Once this software is purchased and installed, replacing it would be near impossible because of technical and financial reasons. The price runs into millions of pounds with a huge yearly maintenance fees. The technical department satisf
A large company is buying important Data Base software to use as the underlying engine for all of its computer applications. Once this software is purchased and installed, replacing it would be near impossible because of technical and financial reasons. The price runs into millions of pounds with a huge yearly maintenance fees. The technical department satisf
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
ed itself while working with the supplier in "partnership" that the product is the best in the market and have recommended its purchase to the management.
The buying organisation is now asked to begin the negotiation to achieve best possible deal.
Basic Negotiation Approach:
Following the basic negotiation approach and applying all the tactics
The buying organisation is now asked to begin the negotiation to achieve best possible deal.
Basic Negotiation Approach:
Following the basic negotiation approach and applying all the tactics
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
earned, the company will get good discount because of the large up front payment it is willing to pay and the basic negotiation skills applied to the situation.
But here is the problem: as soon as this software is purchased and installed the whole balance of power for all future purchases and upgrades changes in favor of the supplier. Maintenance fees will spiral out of c
But here is the problem: as soon as this software is purchased and installed the whole balance of power for all future purchases and upgrades changes in favor of the supplier. Maintenance fees will spiral out of c
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
ontrol and the next time the buyer tries to negotiate another deal with the same supplier he/she will find that his/her negotiating world has completely changed.
The same nice yielding sales people he/she was used to dealing with have now turned into real sharks putting their conditions and demands on the company while possibly using their strategic negotiation skills tha
The same nice yielding sales people he/she was used to dealing with have now turned into real sharks putting their conditions and demands on the company while possibly using their strategic negotiation skills tha
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
lead them to this powerful position in the first place.
Strategic Negotiation Approach:
The strategic negotiation approach to this situation is completely different. The strategic negotiator sees the bigger picture, uses the "whole brain" approach, doesn’t wait till the company tell him that it decided to buy this particular software. He/she is
Strategic Negotiation Approach:
The strategic negotiation approach to this situation is completely different. The strategic negotiator sees the bigger picture, uses the "whole brain" approach, doesn’t wait till the company tell him that it decided to buy this particular software. He/she is
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
also working closely with the technical department, the planners and the people who will make the decision. He/she knows that such software will be needed and that he/she has to move now and mobilise the company for the acquisition long before the supplier gets a “sniff” of it.
The strategic negotiator agrees with the stakeholders on the deal brief and the wish list of th
The strategic negotiator agrees with the stakeholders on the deal brief and the wish list of th
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
users before hand. He then adds to it the commercial wish list which must include a long term frame work agreement among many other wishes.
With this kind of preparation, information and mobilisation of the company resources and agreement with the stakeholders before hand, holding a strategizing session can inform the negotiator on the best course of action to take for t
With this kind of preparation, information and mobilisation of the company resources and agreement with the stakeholders before hand, holding a strategizing session can inform the negotiator on the best course of action to take for t
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
his acquisition and best negotiation strategies to apply before the negotiation begin. Now as they say - the world is his/her "Oyster", he/she is prepared for the "kill".
What has been Achieved:
What has been achieved in this strategic negotiation is not only the best deal for the company now but also the strengthening of the company negotiating
What has been Achieved:
What has been achieved in this strategic negotiation is not only the best deal for the company now but also the strengthening of the company negotiating
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
position for the next five years to come even when the company doesn’t have the financial leverage over the supplier.
Under the basic negotiation approach, the deal left the company in a weak negotiating position for the next five years and completely at the hands of the supplier.
Strategic Negotiation demands a set of preparation, analysis and strategies before going in
Under the basic negotiation approach, the deal left the company in a weak negotiating position for the next five years and completely at the hands of the supplier.
Strategic Negotiation demands a set of preparation, analysis and strategies before going in
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
o any negotiation, to ensure a favorable long term outcome before the negotiation begins.
Let me leave you with this great quote:
"Strategy without tactics is the slowest route to victory. Tactics without strategy is the
noise before defeat."
Sun Tzu the Art of War
Let me leave you with this great quote:
"Strategy without tactics is the slowest route to victory. Tactics without strategy is the
noise before defeat."
Sun Tzu the Art of War
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
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