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Negotiation is the art of following a process. The more often you practice negotiation, the better you get at it. It is essential to know when you must negotiate. It’s often very difficult to stand your ground and say no or respond that the option available is no

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

t acceptable. The first couple of times you find yourself saying no might be very stressful, but the rewards are well worth the effort. Let’s review a couple of scenarios.

1) You want a raise and your boss says there is no money. Should you put your tail bet

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

Examples of combination products may in

een your legs and slink off to nurse your wounds while you are angry and upset? NO! The plan is to offer options and alternatives when the discussion begins. Think in terms of a wish list of the things you want. Then determine what you would settle for. Is it mon

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

ey you really want or are there other issues in play that you believe money will resolve?

The Reality: You want a raise badly. The fact is that you are probably not going to get it. Assumption: Just because the boss says no doesn't mean that there isn't flexib

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

lity to offer other considerations in lieu of money.

Game plan: Have alternatives prepared to request in lieu of the raise, i.e., an extra day off, and reimbursement for something like furthering your education. Get the picture. It’s best to be ready to talk abo

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

Combination pro

t a deal once your boss says no. Even after the NO is reinforced follow-up in writing with other alternatives to be discussed at a later date.

2) Your client says that your price is too high. In most cases this is SOP (Standard Operating Procedures). You are

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

convinced your price is reasonable and fair, so be prepared to negotiate.

The Reality: You need the business. So what do you do? Lower your price rather than negotiate? This is a major mistake. Once you start this practice it’s difficult to stand firm with this

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

client ever again.

Assumption: "If you refuse to negotiate price, you will lose the deal." The truth is just the opposite. If you aren't prepared to defend your price, your customer will lose respect for you. Bigger mistake.

Game plan: Recap the reasons why you

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

price is fair and justified. Make your client explain the reasons they think the price is high. Negotiating for the best price is part of their job. If they weren't good at it they wouldn't be there. Don't cave and immediately offer to reduce your price. Explor

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

e options and investigate if there are other things that can be offered in lieu reducing your price. Tell them you can't get an answer today but promise to get back with other options.

3) Your boss gives you another project you simply can't handle and finish

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

on time.

The Reality: Everyone is overworked. Someone is going to have to do this project, hopefully not you.

The Assumption: Because you say no your boss will think less of you or have a negative perception of your performance.

The Game Plan: You say: "Our de

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

Following aspects would a

artment is currently involved with three other projects. In order to finish this project on time, one of those projects will need a time extension or should be delegated to another department. Is there someone else who can handle this project or can one of our ot

dd to the challenges in developing combination products:

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

her projects be delegated to another team?” Or "That project will require my undivided attention. Which of the other items we are working on can I delegate to X."

7 Tips To Help You Negotiate Like An Expert:

1) You are entitled to a reasonable and fair pric

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

or value. What is reasonable? Whatever you can convince your buyer/boss that you or your product/service is worth. The operative word is value. It is up to you to do the convincing.

2) Operate from a position of strength. Believe that what you are selling

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

s worth the price! Are you confident that you are worth what you are being paid? If not, how can you convince someone else?

3) Don't be wishy-washy and apologetic. Stand your ground. Once you have established the value of your product/service, present your p

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

rice/value with confidence. Don't waver in that conviction. As soon as someone questions your price you must be prepared to demonstrate your value.

4) Be willing to walk away and continue another day. You must be prepared to say: "Next!" or your customers wi

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

Professional from academic institutions, pharmaceutical industries, health care indust

l sense your uncertainty. In the case of your boss he/she needs to know that you are still aggressively looking for ways to resolve a compensation issue. That doesn't mean that you should issue an ultimatum, however, it is vital that you state your position firml

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

and convey that you are not giving up.

5) Make the buyer/boss work for concessions. If you appear too eager to negotiate your price or terms downward, the buyer will perceive you as worth less (or worthless). If you do lower your price, be sure to make your

.

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

buyer earn the concession. Don't give in right away. Ask for concessions in return, such as additional business or faster payment.

6) End with everyone feeling happy. Whatever you do, remember that your objective is to create a satisfied customer or a loyal

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

Companies that provide selfless information through particip

boss. Don't leave any situation unresolved with hard feelings.

7) Be a good listen and offer constructive comments rather than criticisms. Don't get angry or flustered if you don't get what you want. There is always another client or another day to negotiate

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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Many small companies are trying to empower their employees and alleviate some of the hardships of over regulations, taxation and paper work. Often these small businesses will attempt to make their employees Independent Contractors. Where this might sound like a good idea it is also a very gray area of law and can get you into a real bind if not done correctly.

The elements of a business card consist of 1) the style - horizontal or vertical, 2) color - black-and-white cards or color business cards, 3) printing materials - printed on papers, plastic cards or magnetic cards. The most important part of business cards, however, are the information elements of a business card. After all, business cards convey the message you want to pass to your prospects, customers or clients.

Direct mail post cards are a popular means of marketing to potential customers. To be effective, a statement about the benefits of your service is the type of heading that works best on direct mail post cards.

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