Digg It - Business

Negotiation takes two parties to carve some outcomes based on mutual interests. This mutual interest can be some dealing or even can be some dispute. But as in this topic I will only consider dealings not disputes. A good negotiator is one who produces a WIN-Win situation betwe

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

en both parties. Gerard I. Nierenberg, author of The Art of Negotiation, argued that “everybody wins” is better than “winner takes all” approach. This WIN-WIN philosophy assures that all parties benefit from the negotiation process.

With the global business, distanc

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

Examples of combination products may in

es are shrinking and we have created a global village. Merger, dealing, employing and procurements are taking more and more time of management. Lack of better negotiation can lead to failure. So, firms throughout the world are concentrating on negotiation skill of their employe

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

s. In past it was considered that negotiation skill is a personality trait and the person having such skills can only do good business. They also believed that anyone can’t achieve it as it is god gifted. But in my opinion negotiation is not a personality trait at all; anyone

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

who has zeal for it can achieve it. This article will try to give out the best negotiation strategy, which once followed will generated WIN-WIN situation.

The process of negotiation

Different literatures talk about different steps of negotiation.

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

Combination pro

I will try to put up the optimal from them. We can classify negotiations in three chronological steps – before, during and after.

1. Preparing for the negation –

a. Know your goals. Negotiation can be of vivid shades like, you want to appr

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

ve your conditions, you want to take agreement of someone or you have to win a better price tag. All these must be clearly stated in your mind. Also draw out flexibility in your goals.
b. Set floor and ceiling. Any agreement has some points to ponder, and each poi

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

nt has a range. First chart out all the points in the negotiating agreements and also the floor and ceiling of each point. Like, if you are a human resource manager and you have to negotiate for an employee, the salary and benefits ranges should be set, before going in negotiat

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

ions.
c. Know your authority limits. If you are negotiating on behalf of someone else like for your company, you also know what exactly what are your capabilities and what are your limitations. See, when you are negotiating for your company always remember that you

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

are not the company, but you are only the employee of that company, so, don’t take anything personal.
d. Fix a meeting. This is obvious point, but it is worth mentioning. Make sure that your meeting time, place and person to meet should be well decided. The time and

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

place chosen must be comfortable to both the parties. Also make sure that you are communicating directly to concerned authorities not to mediators.

2.Negotiating Process

a. Generating the best deal for you. Always make sure that you got the

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

Following aspects would a

most from the negotiation. Even if you have some compromise, the over all outcomes are in your favor. This should be the first policy of your whole negotiation.
b.Communicate directly to concerned stakeholder. Whatever your communication media be (face to face, tel

dd to the challenges in developing combination products:

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

phonic, mail or online), always talk directly to the concerned authorities. If you are communicating to middle man (like secretaries or receptionists) you can never final a deal.
c. Let them speak first. This is helpful in some cases when the other party is making

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

more favorable deal than what you have thought of. If you speak first they will change their tone. This is also applicable in your side.
d. Setting wins conditions of the other party. See what points are WIN conditions for the other party. Sometimes other party is

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

more concerned about some less useful part of agreement; you can take advantage of it by popping up that portion as core issue and make them feel that they have won the agreement.
e. Be trust worthy. Do not try to dodge your opponents in negotiation, try to make

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

hem understand you and trust you. And when I said “make them” I never mean “fake them”, so, you must be trustworthy and this is one quality that will help you most in getting the ‘YES’.

3. The aftermath of negotiation

a. Nothing should be

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

Professional from academic institutions, pharmaceutical industries, health care indust

considered as a full and final in any agreement. Verify that the outcomes are exactly according to the agreement of negotiation, if they are not, we can go for a further step in the negotiations.
b. Analyze the negotiation. We can learn from old experiences, this

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

also works in negotiation. Try to analyze whole process, “what worked what not”, “what went wrong” these should be analyzed, so that we can improve our skills for future negotiations.

New research in the field

Now some more topics are added and

.

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

being researched in negotiation skill. One of such topic is “adding emotions to win negotiations.” Anything that makes you win your goals must be considered in business dealings, so this can also be tried.

Conclusion

Negotiation is something that

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

Companies that provide selfless information through particip

can only be won by will power and confidence. Your thinking of better alternatives and understanding the limits of your negotiation can help you most. Any negotiation is called successful only when both parties win, “Winner takes all” approach is not a better negotiating policy

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.diggit.org.ua/article/31286/diggit-Negotiation-The-Win-Win-Strategy.html">Negotiation: The Win Win Strategy</a>

BB link (for phorums):
[url=http://www.diggit.org.ua/article/31286/diggit-Negotiation-The-Win-Win-Strategy.html]Negotiation: The Win Win Strategy[/url]

A leading member of the Teamsters has called for more activism among members of the labor movement and criticized today's current crop of labor leaders for not sharing the pulse of the working class because they have not risen through the ranks.

This TQM article is a case study on problems associated with Documentation and Audit in the CONTROL Phase of the D.I.A.C. Improvement Methodology. The article provides some real life examples on how they were overcome by the team leader.

Do you know all the benefits of sending a thank you note for referrals? Even if you think you do, read on to discover some little known and powerful secrets.

Tags

Links

Digg It - Negotiation: The Win Win Strategy

Related Articles: