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Main Subject - Business Negotiation Using Power and Influence: How Do You Exercise Your Power in Negotiations?
The other day, I came across someone who was resigned to be a victim, even though it was clear to me that they had been wronged. They had purchased
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
goods with a guarantee but when they tried to claim, they were told the guarantee was void.
As a business coach, I work to improve my client's perf
As a business coach, I work to improve my client's perf
; 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
rmance and to help them achieve their goals. So this is how we turned failure into success.
Influence arises from exercising power
So we re
Influence arises from exercising power
So we re
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
iewed their influence:
- Relativity - the perceptions of the source and the target often differ so we did a reality check to en
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ure we had the facts of the case.
Balance - power is seldom one-sided and the balance of power is mostly a net sum. I can on
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
y be victim if I allow others to be powerful.
Domain - most constituencies have limits and the challenges to power often origina
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
e at the boundaries. So we explored the power we might have over the defaulting guarantors through the people who set their boundaries.
Power comes from many sources
1. Physical power - money, effort, size, volume. We considered physically threatening the guar
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
Power comes from many sources
1. Physical power - money, effort, size, volume. We considered physically threatening the guar
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ntors, but we did not really want to pick up a prison record.
2. Resource power - control on access, on usage, on monopoly, and on discre
2. Resource power - control on access, on usage, on monopoly, and on discre
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
ion. The guarantors were choosing not to be helpful at present and when we spoke to the local Trading Standards office, they were not hopeful.
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
. Position power - linked to the role not the person, based on information access, the right to resource power, legitimacy of decisions
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
>. We felt we had a grievance and a story to tell.
4. Expert power - based on merit and demand, compared to and recognised by non-experts
4. Expert power - based on merit and demand, compared to and recognised by non-experts
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
/i>. We could pursue litigation and use an expert witness to testify on our behalf.
5. Personal power - confidence, popularity, personali
5. Personal power - confidence, popularity, personali
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
y, social credit. I knew people who had large windows on the approach roads to the guarantors’ offices and we have a good reputation for honest
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
ealing in the business community.
6. Negative power - filters, blocks and distortions applied to information, instructions and requests
6. Negative power - filters, blocks and distortions applied to information, instructions and requests
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
>. Few companies like bad publicity and my client is well connected in the local business community.
How we chose to assert power
Next we m
How we chose to assert power
Next we m
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
de large posters that stated the facts of the case and our opinion of the guarantors and their inaction. These posters we put in pr
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
minent positions so that all passing traffic would read about our opinion of the defaulting guarantors. We also talked extensively to our con
.
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
acts in business and put the word out on the local grapevine.
And we got a result – in three days the guarantors were talking to us and
And we got a result – in three days the guarantors were talking to us and
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
n a week they had settled in our favour.
So what sources of power can you call on when you are negotiating, buying, selling or playing games
So what sources of power can you call on when you are negotiating, buying, selling or playing games
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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