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Digg It - How to Get Back on Track When a Negotiation Stalls
Every salesperson and businessperson has had the experience of being close to closing a deal with a cooperative prospect, when suddenly all progress grinds to a halt. Any number of factors for the roadblock may be to blame. Maybe discussions hit a snag due to a miscommunication or a lack of understanding. Maybe one party al
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
lows their emotions to get involved in the negotiation process. Or maybe one of the parties has been dishonest about what they can and cannot deliver.
Regardless of the reason for the sudden stall in progress, the result is always frustrating because these problems usually arise after hours and hours of negotiating efforts
Regardless of the reason for the sudden stall in progress, the result is always frustrating because these problems usually arise after hours and hours of negotiating efforts
; 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
. But hitting a glitch doesn’t have to spell disaster. When you come to an impasse in negotiations, use the following tactics to get the process back on track:
Tactic #1: Return to a Prior Agreement
When your negotiations hit a difficult snag, the easiest solution is to stop and look back at all the
Tactic #1: Return to a Prior Agreement
When your negotiations hit a difficult snag, the easiest solution is to stop and look back at all the
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
agreements you and your counterpart have reached so far. Returning to a prior agreement causes everyone involved to focus on the positive breakthroughs you’ve made up to the point where you hit the snag. This tactic gives both parties hope for resolving the deadlock, and is sometimes enough to nudge people into compr
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
omises.
As you review your prior successes, say, “Look how far we’ve come. We’ve worked through all these problems and settled all these terms; surely we can come up with a solution on this issue.” Encourage your counterparts to focus on the big picture, instead of hanging on to one minor point.
As you review your prior successes, say, “Look how far we’ve come. We’ve worked through all these problems and settled all these terms; surely we can come up with a solution on this issue.” Encourage your counterparts to focus on the big picture, instead of hanging on to one minor point.
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
trong>Tactic #2: Take a Hypothetical Approach
Every problem has a number of solutions, and you can resume progress by looking at each solution and weighing the pros and cons. Approaching a problem from a hypothetical angle enables you to zero in on the individual points causing the holdup. This tactic forces you t
Every problem has a number of solutions, and you can resume progress by looking at each solution and weighing the pros and cons. Approaching a problem from a hypothetical angle enables you to zero in on the individual points causing the holdup. This tactic forces you t
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
o closely examine all the elements involved in pursuing the option, and through the process you can discover exactly what the other party doesn’t like about it.
Present the option in question to your counterpart by saying, “Imagine if we did it this way. What are all the possible consequences?” By taking
Present the option in question to your counterpart by saying, “Imagine if we did it this way. What are all the possible consequences?” By taking
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
this approach, you may discover a small adjustment that will make the option acceptable. It also prevents you from scrapping an option completely and returning to the drawing board in search of new solutions.
Tactic #3: Identify Negative Consequences
Sometimes difficult situations require more severe solu
Tactic #3: Identify Negative Consequences
Sometimes difficult situations require more severe solu
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
tions. If your counterpart won’t make a decision or agree to a concession, you may be forced to identify the negative consequences they face. This tactic is the strongest of all, and can be very effective when nothing else seems to dislodge objections blocking progress.
When discussions don’t seem to be getting
When discussions don’t seem to be getting
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
anywhere, you can say something like, “If we can’t settle this to my satisfaction today, I’ll be forced to get my lawyer involved.” Quite often, a statement like this will at least get their attention. By using this tactic, you let your counterpart know that you’re serious and that you won&rsq
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
uo;t be hassled.
Tactic #4: Play on Your Counterpart’s Emotions
Although you’re always supposed to leave your emotions out of negotiations, your counterpart doesn’t necessarily know that. And sometimes, all you need to get action is to trigger their emotions. But use some caution with th
Tactic #4: Play on Your Counterpart’s Emotions
Although you’re always supposed to leave your emotions out of negotiations, your counterpart doesn’t necessarily know that. And sometimes, all you need to get action is to trigger their emotions. But use some caution with th
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
is approach, because this tactic only works on some people; others are completely oblivious to it.
When you’re extremely close to a mutually beneficial agreement but for some reason you can’t get it together, try saying, “Is this issue going to ruin our negotiations? This is making me feel bad. I hate tha
When you’re extremely close to a mutually beneficial agreement but for some reason you can’t get it together, try saying, “Is this issue going to ruin our negotiations? This is making me feel bad. I hate tha
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
t we can’t seem to move forward on this.” This statement, followed by silence can have a tremendous impact on your counterpart’s resolve. But some may take it as a sign of weakness on your position. So use this tactic carefully and you’ll be surprised how frequently it works.
Tactic #5: Call
Tactic #5: Call
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
a Time-out
An effective way to get action when negotiations become bogged down is to take a break. This approach allows both parties to cool off and look at the situation more objectively, and it signals to your counterpart that you’re unhappy with the terms being offered. Realize that a time-out is not a f
An effective way to get action when negotiations become bogged down is to take a break. This approach allows both parties to cool off and look at the situation more objectively, and it signals to your counterpart that you’re unhappy with the terms being offered. Realize that a time-out is not a f
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
inal cutoff, like a take-it-or-leave-it statement, but it does let your counterpart know that you’re not willing to haggle over minor details forever.
Try saying, “We don’t seem to be making progress, so why don’t we take some time to think about what we’ve accomplished so far and consider whe
Try saying, “We don’t seem to be making progress, so why don’t we take some time to think about what we’ve accomplished so far and consider whe
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
ther or not we want to continue.” Maybe you or your counterpart will come up with a new solution during the break.
Tactic #6: Defer Issues to an Objective Third Party
As a last resort, when none of the other tactics dislodge your snag, you can always bring in a neutral third party to help clarify is
Tactic #6: Defer Issues to an Objective Third Party
As a last resort, when none of the other tactics dislodge your snag, you can always bring in a neutral third party to help clarify is
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
sues and perspectives. A third party can look at the issues and positions without bias, and propose solutions that he or she believes will benefit everyone involved.
In extreme cases, you may consider submitting to a binding arbitration, where you and your counterpart agree to let the third party decide on the terms. In th
In extreme cases, you may consider submitting to a binding arbitration, where you and your counterpart agree to let the third party decide on the terms. In th
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
is situation, you agree in advance to accept the third party’s terms, whatever they may be. But before you defer the negotiations to a third party, be sure you are in a position to live with an objective decision. If both parties agree on taking this route, an arbitrator can solve even the toughest stalemates.
.
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
g>Stay on Track in the Future
When all parties involved in negotiations are sincerely interested in producing mutually beneficial agreements, they are less likely to get hung up on insignificant issues. But many times, even under the best circumstances, the decision-making process in negotiations can hit a wall. K
When all parties involved in negotiations are sincerely interested in producing mutually beneficial agreements, they are less likely to get hung up on insignificant issues. But many times, even under the best circumstances, the decision-making process in negotiations can hit a wall. K
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
nowing what’s at stake, what the issues are, and what each party wants doesn’t always guarantee that negotiators can smooth out their differences. So when your negotiations hit a difficult snag, use these tactics to get over the negotiation impasses and resume progress toward success.
Biography
Biography
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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