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A common mistake is to go into a negotiation thinking that there is only one acceptable outcome: what you want. One of the best things you can do to prepare for a ne

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

gotiation is to think about all the possible options that may exist for you and the other side.

Unprepared or rookie negotiators often don’t devote time to think ab

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

Examples of combination products may in

out the other options which may be also acceptable or even better. The error in this approach is to think that the “pie is fixed”. Instead, try expanding the pie bef

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

ore you divide it.

In other words, think of what might be added to the deal to make it more acceptable to the other party. For example, a customer might ask the sal

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

sperson for a discount. Instead of responding with a discount or arguing against it, ask yourself what can be added to the existing deal to make it a better for the

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

Combination pro

other side? Maybe more generous payment terms would help or you could add an extra month on the service contract. These concessions may seem minor to you, but they m

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

ay be perceived as significant by the customer. Remember it is what they think that counts.

One way to come with other options is to brainstorm, which is a process

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

for generating new ideas. There are many ways to brainstorm new ideas or options, but before you can begin it is necessary to give yourself the freedom to invent new

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

ideas. New ideas don’t have to be perfect and they may or may not be used. All ideas are good and welcome.

As a single negotiator, you can do this by yourself. Firs

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

t, write down all potential ideas or options. Let your self go and get a little crazy. List anything that might work. When this is done, review the list and eliminat

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

e the impractical or impossible ideas; by doing this you are left with a list of possible solutions.

Or, if you are negotiating as a team, you can bounce ideas off

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

Following aspects would a

each other by using the same process. Create a list and vote on what seems possible. Think in terms of what the other side might want or need. Try to put yourself in

dd to the challenges in developing combination products:

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

their shoes. What is important to the other side? What motivates them? What do they fear?

You can also seek the input of third parties; explain the situation as bes

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

t you can and ask them what they might propose. This can be a very powerful reality check on the reasonableness your options; sometimes you can get too close to the

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

problem and you can lose your objectivity. A third party might see things very differently than you.

Another very successful technique is to brainstorm directly wit

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

h the other party before the actual negotiation. The key here is self disclosure. A good way to present this brainstorming suggestion to the other side is to admit t

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

Professional from academic institutions, pharmaceutical industries, health care indust

at you are having some struggles in coming up with a good solution. Say that you would like to bounce some ideas off them first. Remind the other party that you are

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

not negotiating, but just brainstorming some possibilities.

Sound risky? It can be, but it can also be a very effective way to build a relationship; self disclosure

.

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

is the behavior of a trustworthy person. It can also be a great way to uncover new ideas and options.

Avoid premature judgments about what is possible by brainstor

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

Companies that provide selfless information through particip

ming the possibilities first. Remember that the consequences of not thinking ahead may be to just split the difference, which is often a poor option for both parties

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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Retail shops are nearly always teeming with people. They come in a large number and on a busy day, during peak hours, it might become almost impossible to deal with so many customers. The task of managing accounts in such a situation can be really tough due to the sheer variety of the products people buy.

According to the r?sum?s that are distributed to large corporations and small businesses, only good guys look for jobs. This seems to be especially true in the Information Technology field. You will never see a r?sum? that shows that a project was cancelled, or that the programmer was removed from a project due to his inability to meet the needs of the company or a client. Instead, the r?sum?’s all show that only the best of the best are looking for work. If they are the best of the best – then why are they seeking work? Why have they had so many different jobs? Why aren’t these companies treating these IT professionals better? Well, the fact is that the majority of r?sum?s submitted are full of lies and half truths.

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