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Counter one of the classic negotiating gambits by addressing it directly.

You

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

’ve assembled a brilliant sales proposal for a new client and when you arrive

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

Examples of combination products may in

to the meeting to hammer out the final details, you suddenly find yourself sit

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

ing across the table negotiating with two people. One is a person with whom y

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

ou’ve had contact during the sales process; the other is new – a purchasing ag

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

Combination pro

nt.

The former is characteristically warm, gracious, and quite friendly to yo

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

ur proposal. The latter is hard-nosed, aloof, and completely opposed to nearl

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

every one of your positions. They are playing the classic negotiating tactic

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

of ‘good guy – bad guy.’

In the audiobook, “Sound Advice on Negotiating Skil

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

s,” author Roger Dawson says that when buyers use good guy – bad guy, they are

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

counting on the salesperson being drawn to the good guy. Psychologically, th

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

Following aspects would a

e salesperson wants to please him or her by making concessions.

The solution,

dd to the challenges in developing combination products:

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

says Dawson – a renowned speaker and author of the book, “Secrets of Power Neg

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

otiating” – is to “counter their tactic by letting them know that you realize

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

hat they’re doing. It’s such as well known negotiating tactic that when you s

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

ay to them, ‘Oh come on, you’re not going to play good guy, bad guy with me, a

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

Professional from academic institutions, pharmaceutical industries, health care indust

e you?’ they become embarrassed they were caught and will back off.”

Roger Da

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

wson offers negotiating skills advice each week in the free audio newsletter f

.

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

om What’s Working in Biz, elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

ArtID=92" target="_new">http://www.whatsworking.biz/full_story.asp?ArtID=92

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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Most agendas guarantee that noting useful will happen during a meeting. Here's a quick tip on what to do...

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Digg It - Negotiating Tactics: Don't Let 'Good Guy - Bad Guy' Control the Sales Negotiation

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