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Negotiating outcomes are the types of results that can happen at the end of a negotiation. All negotiations end up with one out of four possible outcomes: one party wins and the other loses, both parties

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

lose, they get stuck in a stalemate, or both end up winning. Obviously, the goal in a cooperative negotiation is for both parties to walk away with their needs being satisfied. Familiarize yourself with t

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

Examples of combination products may in

e four different negotiating outcomes and make it your goal to aim for a mutually-beneficial outcome.

Lose-Lose

In this type of outcome, ego’s come into play which thwart the negotiating process.

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

oth sides dig into their positions and are unwilling to compromise with each other. In the end, both parties end up losing in the deal. Resentment exists between both parties as a result of the outcome an

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

it is unlikely that they will ever negotiate with each other again.

Example

A labor union refuses a contract offer and goes on strike until demands are met. The company refuses to give into to this bull

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

Combination pro

ing-type technique and digs into their position of not budging. In the end, the strikers go back to work without a raise and with lost income and the company loses a large amount of sales revenue, and the

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

onsumer loses because the company must raise prices to pay for its losses.

Win-Lose

In this type of outcome, one side wins and the other side loses. There is no compromise with a win-lose outcome.

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

It’s a one-side takes all battle with one side getting all their needs satisfied and the other side getting nothing. While the side that wins may be very happy about the outcome; the losing side has a hi

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

h level of resentment over the deal because they did not have any of their needs met. This usually results in a end to any future negotiations and a termination of the relationship.

Examples

A street bra

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

l is the ultimate in win-lose negotiations. One side wins by use of physical violence and the losing side has no choice but to submit to defeat.

A civil court battle is win-lose. A judge or jury decides

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

inner and loser based on available evidence. One side wins punitive or compensatory damages and the other side loses that money.

Stalemate

In this type of outcome, neither side wins or loses and a

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

Following aspects would a

ter a long negotiating session, both sides are at the exact same place that they started off at. This is a result of not being able to deal with interests and only positions. Stalemates happen when both s

dd to the challenges in developing combination products:

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

des aggressively defend their positions and neither side is able to make the other side budge.

Example

You go to buy a car and the salesman quotes you a price that is too high. You are unwilling to budge

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

on your price and the salesman is unwilling to budge on his quote. You then walk out of the dealership and go find another one to deal with and the salesman moves on to the next customer.

Win-Win

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

This is the type outcome that you strive to achieve when you Street Negotiate. In this type of outcome, both sides walk away with their interests and needs being met. Both sides leave the negotiating tabl

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

satisfied because they came out of the negotiation with more than they had started with. Relationships are preserved because both parties cooperated with each other in determining a fair solution to the p

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

Professional from academic institutions, pharmaceutical industries, health care indust

oblem. This outcome also bolsters trust for future negotiations between the two parties because they have established a positive relationship.

Example

A hostage taker agrees with the police negotiator to

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

surrender and release his hostages. In return, the negotiator agrees that the SWAT team won’t bust through the doors and kill the hostage taker. In this example, the hostage taker gets his needs of surviv

.

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

l taken care of and the negotiator gets his needs of ending a potentially deadly confrontation without any bloodshed satisfied.

Key Points

The four possible outcomes to a negotiation are: lose-lose

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

Companies that provide selfless information through particip

win-lose, stalemate, and win-win.

Set your goals on having a win-win outcome in all of your negotiations. A win-win outcome is where both negotiating parties walk away with having both of their needs met

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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There are two type of customer. One is those who browse websites select the items and place the order. They do not waste so much time.

Franklin (2003) reported that many innovations fail due to a lack of focus. This sentiment is echoed by Doug Richards (Words of wisdom from the dragon’s mouth, Financial Times, 7th May 2005) a venture capitalist who stated that what he really wants to know is what problem the product solves. This stresses the often overlooked but important part of the creativity and innovation process – problem identification.

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