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If you want to succeed at negotiations, you need to understand that negotiations are like a game. And, just like any game, the prizes go to the side that understands the rules and

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

plays better. Here are 8 rules taken from the game of squash that can be applied to the game of negotiations.

Rule 1: Get Fit. Good negotiating is an art that is learned

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

Examples of combination products may in

from experience. Like any game, the more matches you play, the fitter you get. Fortunately, you can practise negotiations in everyday situations, from booking a holiday to buying

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

a car, to ordering a meal. And then you should let your experience be your teacher.

Rule 2: Seek An Advantage. All games are defined as interplays in which one side seeks

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

an advantage over the other. It's the same with negotiations. Every move you make should be aimed at securing an advantage over the other side.

Rule 3: Follow the Ball. In

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

Combination pro

squash, it is what happens to the ball that matters not what happens to the player. In the same way, in negotiations, it is the issues that are important not the personalities. Y

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

our opponents may try to use every trick in the book to unsettle you. They may flatter you, charm you, cajole you, ridicule you, threaten you, reward you, belittle you, sweet-talk

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

you. All of this is to get you to budge on the issues and concede to what they want. Keep your eye on the ball and don't give ground.

Rule 4: Cover The Ground. The best s

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

quash players are the most versatile ones. They can serve, block, defend, attack, rally, wait their turn, go for a winner. The same is true of top negotiators. They have a reperto

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

ire of arguments, tactics, gambits and positions; they can move forwards, backwards and sideways at will; and they never find themselves trapped in a corner or short of a creative

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

solution out of an impasse.

Rule 5: Think Ahead. The skilful in all sports are those who are able to think ahead and see possibilities. The same kind of anticipation is va

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

Following aspects would a

luable in negotiations. Before you make a proposal to the other side, anticipate how they are likely to react and be ready with your answer. When you think ahead, you give the imp

dd to the challenges in developing combination products:

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

ression of being on top.

Rule 6: Don't Relax. There is just a brief moment after you play a good shot in squash when you become vulnerable. You allow yourself a congratula

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

tory smile for being on top. This is when you can let down your guard. It's the same in negotiations. Don't relax; don't rest on your laurels; don't think you've won; don't feel p

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

leased with yourself; don't look back. You have a job to finish, so toughen up.

Rule 7: Think It Through. Every shot you make in squash should be made mentally before you

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

make it physically. Do the same in negotiations. Whenever you make a proposal or reply to one, think it through:
* don't dismiss a proposal from the other side out of hand or

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

Professional from academic institutions, pharmaceutical industries, health care indust

simply because you distrust them: think it through
* don't give instant or off-the-cuff responses: think it through
* don't talk on behalf of your colleagues, they may

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

have ideas you hadn't thought about. Adjourn and think it through.

Rule 8: Stay In Crouch. The "crouch" position is squash is the ready position. You should start in crouc

.

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

h and stay in crouch until the match is won. The equivalent position in negotiations is the "tough" position. The opposition will try to weaken your position by every trick: ment

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

Companies that provide selfless information through particip

ally, emotionally, and physically. Aim to stay tough.

Practise these rules until they are second nature to you, and you'll not only win at squash, you'll also be a top negotiator

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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Typing is an Art. Learning Typing requires lot of patience on the part of the Learner. Read more about the art of Typing.

Your early Project Management duties are complete and you now need to get down to the nitty gritty of day to day detail, which is what we’ll discuss in this article.

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