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There is no right or wrong to fire up your opening negotiation...

There may be a lot of people who are uncertain about the right way t

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

o start off a fruitful negotiation with their counterparts. They tend to think or behave as though there is really a “right” way to sta

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

Examples of combination products may in

rt it off, which eventually will make them expect the magic word “yes” from their opponent. I speak from my experience. There isn’t any

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

blueprint on how or what you should follow throughout your negotiation tactics, but perhaps there are several ways which you may want

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

o consider.

Here are the 2 main important issues you need to consider when opening your negotiation talks.

a) Hear, understand and ta

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

Combination pro

ckle the main issues first and foremost

b) Building a cooperative environment and getting the trust and respect from each other.

Say

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

no to guerilla negotiating...

The first strategy is what I shall say, the most risky kind of tactic you shouldn’t employ. If you deman

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

too much in the first place, you may provoke and outrage the other opponent, which in the end may set your negotiations into a wrong d

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

irection. If things are so hard and difficult to come by for your opponent in the first place, do you think if by any chance that they

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

will listen to you in the long run? They may not be aware of the significance of the main topics that you are bringing in, but tackling

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

it later on will certainly save you a lot of time in the long run. Build rapport first.

Fostering a closer relationship...

If things

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

Following aspects would a

are too difficult to handle in the first place, the safest bet you can take on is to look for points at the outset that might bring you

dd to the challenges in developing combination products:

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

closer to your opponent. For example, try to get to know them well, have a small talk on their thoughts and principles and what are th

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

eir likes and dislikes. This is something like an information gathering sessions, for what you’ve gathered may actually help you handle

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

issues that are raised subsequently.

But you are advised to be cautious when using this tactic as the opponent may actually trying to

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

outsmart you before they become more aggressive in the future. With this closer tie, try not to be too encouraged to give away informat

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

Professional from academic institutions, pharmaceutical industries, health care indust

ion which you should not.

The final part...

Whatever tactics you may use for your opening negotiation, always try to give yourself an

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

added advantage by kicking off the negotiation. You may be able to handle the proceedings well and to sum up matters which are more fav

.

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

orable to you.

Sunny Tan
CEO
E Learning Avenue Inc
http://www.e

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

Companies that provide selfless information through particip

learning-avenue.com
Personal Development Elearning Courses provider

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

Ah, the ebb and flow of work. Sometimes it seems like there is much more ebbing than flowing with all of the workflow, the deadlines, the projects and presentations, but overall the tide seems to constantly be flowing in and out, in and out, in and . . . sorry.

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There are only three ways to get more business or more revenue: you can get more clients, you can sell to your clients more often with more products or services and you can increase your fees or prices. Now it may be the introvert in me yet I think there is one key reason so many people in sales are not at the top of their game, whether employees or independent professionals. It's is because of this one thing.

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Digg It - Negotiating Tactics: How To Strike A Negotiable Opening Shot

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