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Digg It - Everything is Negotiable - Including Sex - Learn to Do it Well
It is usually assumed that those who possess the greatest talent, dedication and education are the ones who achieve the rewards in life. Life can disillusion those who hold that belief. The ‘winners’ are usually people who are not only competent, but also are willing to negotiate what they want. Negotiation, however, is not theirs alone. An increased awareness of what negotiation is and how to use it to get what you want will help put you in the ‘winne
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
r’ category.
Negotiation is an integral part of our lives. It occurs between neighbors, associates, friends, in-laws, and lovers. You probably have negotiated for such items as an increase in salary, more office space, time off work, transfer, time alone, or the price of your home and car. You negotiate nearly everything you do in life. Therefore, learn to do it well. Learn to be an effective negotiator and enhance the quality of your life and relatio
Negotiation is an integral part of our lives. It occurs between neighbors, associates, friends, in-laws, and lovers. You probably have negotiated for such items as an increase in salary, more office space, time off work, transfer, time alone, or the price of your home and car. You negotiate nearly everything you do in life. Therefore, learn to do it well. Learn to be an effective negotiator and enhance the quality of your life and relatio
; 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
ships—on and off the job.
In the broadest sense, we all want the same things (albeit in different degrees): prestige, freedom, money, justice, status, love, security, and recognition. Identifying or knowing what one wants is critical. Identifying what the other person wants allows for the beginning of a successful negotiation.
Negotiation can be considered a science in that it is a field of knowledge and endeavor. It focuses on the reconciliation of
In the broadest sense, we all want the same things (albeit in different degrees): prestige, freedom, money, justice, status, love, security, and recognition. Identifying or knowing what one wants is critical. Identifying what the other person wants allows for the beginning of a successful negotiation.
Negotiation can be considered a science in that it is a field of knowledge and endeavor. It focuses on the reconciliation of
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
two or more sets of individual needs to the mutual benefit of the collaborators. Negotiation in the simplest form is the use of information (knowledge) and power (endeavor) to affect behavior within a certain framework.
When we engage in negotiation, two things are being bargained for: the issues and demands which we state openly; and our real needs, which are rarely verbalized. If you establish a reasonable guess about what the other person’s needs a
When we engage in negotiation, two things are being bargained for: the issues and demands which we state openly; and our real needs, which are rarely verbalized. If you establish a reasonable guess about what the other person’s needs a
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
e, you can predict, with remarkable certainty, what will transpire in any interaction.
Negotiation focuses on the reconciliation of two or more sets of individual needs to the mutual benefit of the collaborators. Three crucial elements are present in negotiation: information (knowledge), power (endeavor), and time. Misconceptions about the balance of ownership of these elements are, often the reason people fail either to initiate or conclude a negotia
Negotiation focuses on the reconciliation of two or more sets of individual needs to the mutual benefit of the collaborators. Three crucial elements are present in negotiation: information (knowledge), power (endeavor), and time. Misconceptions about the balance of ownership of these elements are, often the reason people fail either to initiate or conclude a negotia
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
tion. The misconceptions are manifested as perceptions of an imbalance of the elements. For example:
Information: It is perceived that the other side knows more about you and your needs than you know about them and their needs. The questions which need to be resolved are: What do they need? What am I willing to give to get what I need?
Power: It is perceived that the other side has more power and authority than you have. The questions which need to b
Information: It is perceived that the other side knows more about you and your needs than you know about them and their needs. The questions which need to be resolved are: What do they need? What am I willing to give to get what I need?
Power: It is perceived that the other side has more power and authority than you have. The questions which need to b
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
resolved are: Do I have the skills to negotiate successfully? (In other words, can I get what I want from others?) Do I deserve to get what I want?
Time: It is perceived that the other side is not under the same kind of organizational pressure, time constraints and restrictive deadline you perceive you are under. Avoid setting up your request with the approach, “I want what I want when I want it.” This instills a desire on your part to push for agre
Time: It is perceived that the other side is not under the same kind of organizational pressure, time constraints and restrictive deadline you perceive you are under. Avoid setting up your request with the approach, “I want what I want when I want it.” This instills a desire on your part to push for agre
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
ement prematurely, thus alienating the other person.
These misconceptions become obstacles to productive negotiation. You need to fully understand these three elements and analyze the impact they will have on each negotiation prior to beginning the process. There are three approaches to a negotiation:
METHOD I – I Win, You Lose (Win/Lose)
Advantages to this method are:
I get what I want when I want it
I experience a sense of power and con
These misconceptions become obstacles to productive negotiation. You need to fully understand these three elements and analyze the impact they will have on each negotiation prior to beginning the process. There are three approaches to a negotiation:
METHOD I – I Win, You Lose (Win/Lose)
Advantages to this method are:
I get what I want when I want it
I experience a sense of power and con
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
rol
I avoid making compromises
I get immediate gratification
Disadvantages to this method are:
Social isolation (alienating others)
A decreased tolerance for frustration
I get what I want at the expense of others
Individuals learn to use abusive behavior to get what they want
There is no guarantee individuals will follow through
METHOD II – I Lose, You Win (Lose/Win)
Advantages of this method are:
You get what
I avoid making compromises
I get immediate gratification
Disadvantages to this method are:
Social isolation (alienating others)
A decreased tolerance for frustration
I get what I want at the expense of others
Individuals learn to use abusive behavior to get what they want
There is no guarantee individuals will follow through
METHOD II – I Lose, You Win (Lose/Win)
Advantages of this method are:
You get what
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
you want when you want it
You experience a sense of power and control
You avoid making compromises
You get immediate gratification
Disadvantages of this method are:
Social isolation (alienating others)
A decreased tolerance for frustration
You get what you want at the expense of others
Individuals learn to use abusive behavior to get what they want
There is no guarantee individuals will follow through
METHOD I
You experience a sense of power and control
You avoid making compromises
You get immediate gratification
Disadvantages of this method are:
Social isolation (alienating others)
A decreased tolerance for frustration
You get what you want at the expense of others
Individuals learn to use abusive behavior to get what they want
There is no guarantee individuals will follow through
METHOD I
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
I – I Win, You Win (Win/Win)
Advantages of this method are:
You get what you want
I get what I want
The solution is a collaborative effort
I maintain respect and integrity – You maintain respect and integrity
We both save time
We keep lines of communication open
We each know the needs of the other
Appropriate behavior is demonstrated and reinforced
Disadvantages of this method are:
I seem weak
It take
Advantages of this method are:
You get what you want
I get what I want
The solution is a collaborative effort
I maintain respect and integrity – You maintain respect and integrity
We both save time
We keep lines of communication open
We each know the needs of the other
Appropriate behavior is demonstrated and reinforced
Disadvantages of this method are:
I seem weak
It take
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
time to work through the process when someone is not accustomed to win/win negotiating
The individuals may agree to a proposed solution, but not follow through
Despite these disadvantages, Method III provides an avenue for a collaborative conclusion and therefore is the method recommended for all your negotiations.
There are six steps to win/win negotiation:
1. Identifying and Defining What is Wanted This is the critical phase when the pers
The individuals may agree to a proposed solution, but not follow through
Despite these disadvantages, Method III provides an avenue for a collaborative conclusion and therefore is the method recommended for all your negotiations.
There are six steps to win/win negotiation:
1. Identifying and Defining What is Wanted This is the critical phase when the pers
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
on initiating the negotiation needs to get the other person(s) involved. Get their attention and then secure their willingness to enter into problem solving.
2. Generating Possible Solutions In this phase, the key is to generate a variety of solutions. Encourage each individual to generate at least one solution.
3. Evaluating the Alternative Solutions Now it is time to evaluate the various solutions. Generally the solutions are narrowed to
2. Generating Possible Solutions In this phase, the key is to generate a variety of solutions. Encourage each individual to generate at least one solution.
3. Evaluating the Alternative Solutions Now it is time to evaluate the various solutions. Generally the solutions are narrowed to
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
wo or three that seem best by eliminating those that are not acceptable to either the initiator of the negotiation or the other person(s).
4. Agree on the Best Solution Once the solutions have been narrowed down to two, the step of finding a final solution will be easier than most people think. When Steps 1 through 3 have been followed and the exchange of ideas and reactions have been open, honest and direct, most people will be willing to accept
4. Agree on the Best Solution Once the solutions have been narrowed down to two, the step of finding a final solution will be easier than most people think. When Steps 1 through 3 have been followed and the exchange of ideas and reactions have been open, honest and direct, most people will be willing to accept
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
either solution. Pros and cons can be listed for each solution and the solution with the least cons accepted.
5. Implementing the Decision After a decision is reached, there is frequently a need to spell out in some detail exactly how the decision will be implemented. All participants need to address themselves to ‘Who will do what, by when? In a business environment, it is also suggested that notes be kept about commitments to insure adherence,
5. Implementing the Decision After a decision is reached, there is frequently a need to spell out in some detail exactly how the decision will be implemented. All participants need to address themselves to ‘Who will do what, by when? In a business environment, it is also suggested that notes be kept about commitments to insure adherence,
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
particularly if implementation is delayed.
6. Following Up With an Evaluation Not all initial decisions in the win/win method turn out to be good ones. Consequently, the initiator of the negotiation needs to check back with the others to ask them if they are still happy with the decision.
If you have something difficult to negotiate—an emotional issue or a concrete item that can be stated numerically, such as price, interest rate, or salary—deal
6. Following Up With an Evaluation Not all initial decisions in the win/win method turn out to be good ones. Consequently, the initiator of the negotiation needs to check back with the others to ask them if they are still happy with the decision.
If you have something difficult to negotiate—an emotional issue or a concrete item that can be stated numerically, such as price, interest rate, or salary—deal
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
with it at the end of a negotiation, after the other person has made a substantial expenditure of energy and time. There is a direct ratio between the extent of investment and one’s willingness to create a win/win negotiation.
People are usually most eager to negotiate when they perceive that you can help them or when they want to avoid something undesirable. In an adversary relationship (seller and buyer, interviewer and interviewee, contractual neg
People are usually most eager to negotiate when they perceive that you can help them or when they want to avoid something undesirable. In an adversary relationship (seller and buyer, interviewer and interviewee, contractual neg
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
tiation, etc.) if you think I might help or hurt you, it is important that your perception remains until I get something, such as a concession on your part that truly benefits the negotiation or our relationship.
In an adversarial relationship, Steps 2 and 3 are done prior to the initiation of the negotiation. It is important to take into consideration the possible needs of the other(s) so as to generate as many acceptable alternatives as possible. In
In an adversarial relationship, Steps 2 and 3 are done prior to the initiation of the negotiation. It is important to take into consideration the possible needs of the other(s) so as to generate as many acceptable alternatives as possible. In
.
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
an adversarial relationship, once the negotiation is ended, Step 6 is seldom needed because the conclusion is usually acted on by immediate transaction or contractual commitment.
As in learning any new skill, you need to develop the self-assurance that you are capable of performing the task. Since negotiation is a complex and highly skilled endeavor, it is suggested that you begin by practicing a segment until you feel comfortable. Begin by eliminati
As in learning any new skill, you need to develop the self-assurance that you are capable of performing the task. Since negotiation is a complex and highly skilled endeavor, it is suggested that you begin by practicing a segment until you feel comfortable. Begin by eliminati
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
g your misconceptions and replacing them with the concepts of a win/win negotiation. Then practice the steps of negotiation on a simple issue with someone you respect. The more you practice, the easier it will become. Soon you can begin negotiating more complex issues and then move on to negotiating with adversaries.
Remember, negotiation is an art; therefore, it is achievable through practice and endeavor. Once you learn it, you too will be a winner
Remember, negotiation is an art; therefore, it is achievable through practice and endeavor. Once you learn it, you too will be a winner
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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