Main Subject - Business

What might work wonderfully in one negotiation situation will not always be appropriate in another. The instant someone feels cheated, misled or taken advantage of, your opportunity to negotiate with

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

her/him is over. Negotiation hazards tend to occur when you are taking a particular strategy too far.

Many rookie negotiators have a tendency to push the envelope a little too far. Their ambition

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

s beginners is understandable, but it will rarely result in a win–win situation. Negotiating rookies want to be the victors, like they are hunting prey. Even if the other party consents, they are likely not

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

oing so without some serious repercussions. High-pressure tactics will most often be read as offensive, condescending, obnoxious and insulting. Then, trust is lost and ultimately the ability to negotiate is

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

ost, too. You can always tell that you’re going too far if your prospects find something you say or do alarming, or if they seem uncomfortable in your presence. Always be sensitive to the mood and rapport of

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

the meeting so you don’t find yourself in this situation in the first place.

TOP TEN TIPS TO RESISTING PERSUASION

1. Be evasive, vague, and unimpressed.

2. Be indifferent and don’t give your hot but

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

ons when you answer their questions.

3. Be observant, mentally prepared, and get second opinions.

4. Don’t be overwhelmed by power plays, uniforms, or authority.

5. Take time to think, don’t be t

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

aken by false scarcity.

6. Understand and identify all persuasion techniques.

7. Don’t let them put you on the spot, look foolish, or awkward.

8. Question their intentions and their facts, statis

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

ics, testimonial, claims, and data.

9. Don’t be overtaken by those who want to be friends and claim to be just like you.

10. Know the strengths and weaknesses of your product or service.

EXPLAINING

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

XACTLY WHAT YOU WANT

It is natural when you’re negotiating with a person you don’t know very well for her/him to regard you with some suspicion. In a negotiation setting, it will be the other party’s instin

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

t to assume the worst about your motives. There could be a million legitimate reasons why we have to hold out on an offer, but instead of considering what any of those reasons might be, people are much more

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

nclined to draw negative conclusions. For example, if you cannot agree to his terms, your negotiation partner may automatically “decide” that you’re greedy, demanding or unreasonable without even stopping to

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

consider what other factors might be at work in your inability to agree to his terms. Because of these suspicious tendencies, it is imperative that you reduce the likelihood of misunderstandings in your nego

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

iation efforts by clearly stating what you need. It would be horrible to lose out on a deal altogether just because someone misunderstood you and deduced that you were untrustworthy. Conversely, if you can g

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

ive clear reasons why your stance is what it is, your negotiation counterpart has the opportunity to process this information and respond more favorably. In this way, you enhance understanding, open communic

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

tion and trust.

CULTIVATING A RELATIONSHIP OF TRUST

Try to think of the negotiation process as more of a discussion or an exchange of ideas than a competition or fight. One of the best ways to get your neg

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

tiations on the right track is to make sure you cultivate a relationship of trust right from the start. Even the initial small talk that takes place before the actual meeting starts will help your prospects

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

eel comfortable with, and more trusting of, you. When your prospects trust you, they will be more willing to take the necessary risks to help both parties move in a direction that will most greatly benefit e

.

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

eryone involved. If prospects don’t trust you, on the other hand, all the evidence, reasoning, facts or figures in the world won’t get them to budge. Be sure you listen attentively and carefully to your pros

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

ects concerns. Respectfulness will go a long way toward a successful outcome. One of the advantages of face-to-face meetings is that your prospects will be able to see and experience your sincerity firsthand

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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