Main Subject - Business

In our age of ever-expanding communication possibilities, researchers have been drawn to answer the question of which communication mode is most likely to lend itself to successful negotiation. Although the answer is undetermined, Face-to-face communication has been

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

proven to have a greater possibility of alleviating miscommunication. When you're in person, you are more apt to pick up all the nuances of the exchange. That way, you will be better able to gauge what the other party is thinking and to determine the direction in whic

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

Examples of combination products may in

h the negotiating is headed.

For the same reasons, it is also easier to create and maintain rapport. If there is already a fair amount of tension in the air, however, negotiating by phone can take the edge off, can provide breathing room and can minimize the eff

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

ectiveness of any pressure tactics that may have been employed. E-mail's main advantage is that both parties have control over saying exactly what they want to say and how they want to say it. Since there is no ebb and flow to live conversation, the involved parties ca

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

n keep the floor as long as they want. On the flip side, e-mailing can tend to make the negotiating parties less restrained and more impulsive in their communication. This rashness isn't always a bad thing, but it definitely can be if tensions exist. One study found t

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

Combination pro

hat abrupt and unmannerly exchanges occurred 102 times when negotiating via e-mail as opposed to only 12 times when negotiating face-to-face.

Understanding Personality Directions

The more you understand personality directions, the better you will be able to cus

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

tomize your negotiation tactics. A personality direction is the way in which we lean most of the time in terms of the way we act and react to most stimuli. We hate to be boxed in and categorized, but the reality is, most of the time we are predictable. Sure, people are

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

n't going to be 100 percent predictable all the time, but the more discerning you become, the more you will see how predictable individuals really are. Each individual's personality direction will dictate how you customize your message. When you analyze personality di

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

rections, ask yourself the following questions:

I. Is your audience mostly logical or emotional?

A. Logical people:

Think with their heads

Go with what makes sense

Are persu

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

aded by facts, figures and statistics

Rely on past history

Use their five senses

B. Emotional people:

Think with their hearts

Go with what feels right

Are persuaded by emotions

Rely on in

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

tuition

Use their "sixth sense"

II. Is your audience introverted or extroverted?

A. Extroverted people:

Love to communicate

Are talkative

Involve others

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

Following aspects would a
i>
Want face-to-face contact

B. Introverted people:

Keep their feelings inside

Listen more than they talk

Like to work solo

Tend to be private

Use memos and e-mails over face-to-face communic

dd to the challenges in developing combination products:

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

ation III. Is your audience motivated more by inspiration or desperation?

A. Desperation-motivated people:

Try to get away from the problem

Are stuck in the past, are afraid of repeating mistakes

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

oid pain

Want to get away from something

B. Inspiration-motivated people:

Work towards a solution

See a better future

Are motivated by pleasure

Want to move forward, have vision

IV. Are

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

your audience members or prospects assertive or amiable?

A. Assertive people:

Consider results more important than relationships

Make decisions quickly

Want to be in control

Are task-oriented

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

>Don't waste time

Are independent

B. Amiable people:

Consider relationships more important than results

Are friendly and loyal

Like to build relationships

Are great listeners

Avoid conten

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

Professional from academic institutions, pharmaceutical industries, health care indust

tion

Are nonassertive and agreeable

Summary

Persuasion is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, a

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

nd win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you've seen some success, but think of the times you couldn't get it done. Has there ever been a time when you did no

.

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

t get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome ob

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

Companies that provide selfless information through particip

jections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade. Professional success, personal happiness, leadership potential, and income depend on the ability to persuade, influence, and motivate others.

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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In extended negotiations over price, be careful that you don't set up a pattern in the way that you make concessions. Let's say that you're selling a used car and you've gone into the negotiation with a price of $15,000, but you would go as low as $14,000. So, you have a negotiating range of $1,000. The way in which you give away that $1,000 is very critical. There are several mistakes that you should avoid:

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