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Negotiations can seem as complex as physics, and in fact, people go to college to study the science of negotiating just as they would the laws of nature. At the same time, negotiation is like an ancient art form, some sort of Zen menta

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

l jujitsu. When neither the Zen nor the science works, though, no one wins.

Just ask any hockey fan out there. The recent lockout and cancellation of the 2004-2005 NHL season is a perfect example of poor negotiating. Both the players’

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

Examples of combination products may in

union and the league owners broke all of the rules when it came to brokering an agreement on player contracts. The result are hockey rinks across North America that are so quiet that you can hear a pin drop—unfortunately, not a puck. I

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

dollar terms, professional hockey is missing out on television contracts, advertising fees, and tons of ticket sales.

Of course, you won’t lose billions in revenue if you fail at the latest negotiation at your favorite online classif

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

ied or auction site. But you could let a treasure slip through your fingers. Success in deal making, on the other hand, could land you that rookie Bobby Orr card, signed Stanley Cup puck, or whatever other fantastic item you’re bidding

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

Combination pro

on.

Plus, proper negotiations and compromise can ensure that you get the item for its fair value, including a good price on shipping and taxes. This increases the profitability of the trade for both you and the seller. The deal gets c

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

osed without nasty disputes, blow-ups, or hip checks. And both of you are left to do business again in the future.

To score all of these benefits, and avoid your own mini lockout, follow these simple tips on negotiating that will net

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

results at online classified sites. As you’ll see, victory isn’t so much an exact science or a mystic sixth sense. It’s more about simple know-how and common sense.

Warm up. Don’t jump into a negotiation cold. Before you even face off

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

with your opponent, figure out for yourself what would count as a victory. What do you exactly want out of the trade—and at what price?

Consider a truce. It may not even be worth dropping the puck at all. In other words, negotiations,

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

like hockey games, can end in a loss for the home team, you. So weigh this risk before you start. If the item at hand is a dream buy, you may not want to endanger your purchase with a drawn-out negotiation.

Know when to pass. On the o

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

her hand, if the item is far from dreamy—and you’re pretty sure something better may come along later—you could pass on negotiations. Or go for the score. Offer a lowball price. If you win, you won’t be out too much, and if you lose, i

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

Following aspects would a

t won’t leave a mark either. But be certain if you play this game. You could miss this opportunity without a guarantee of future prospects.

Know your enemy. Coaches and players spend hours before games watching films of their impendin

dd to the challenges in developing combination products:

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

competition to study their tendencies. You need to take the same approach when it comes to making a deal. Try to read your opponent’s mind. What is his or her goals in the negotiation? Does he or she have any strengths that they can u

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

e against you? Are there any weaknesses that you can use against them?

Spot all of your passing lanes. During your research, you may find that this particular vendor isn’t the only one in the game with what you’re looking for. Using t

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

hese other vendors, and their prices, to your advantage can help you skate circles around your competitor.

Practice before you play. Also, research the item before you make a play on it. This knowledge, such as the going price and qua

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

ity markers, can work as leverage during the negotiating, too.

Translate thought into action. Your strategy can become more complicated and unpredictable—and effective—once you’re in the heat of battle. Just remember to think on your

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

Professional from academic institutions, pharmaceutical industries, health care indust

eet and remember all that you learned in your “training.” For instance, if you know that the vendor has other items for sale besides your target, agree easily to one of these other purchases. Go for the easy one first. That will lure t

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

hem into trusting you and giving you an easy pass on future, and more important, deals.

When it comes down to it, negotiation is all about this kind of give and take. It works out best when both parties get what they want out of the d

.

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

al, without feeling ripped off as if they gave too much for too little.

That brings you to the one “don’t” of negotiating. Don’t fear a standoff. They are part of the art and science of trading, so don’t be tempted to cave in just to

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

Companies that provide selfless information through particip

reak the deadlock. Instead, let your opponent make the first move. They will. They want to close the deal, too, don’t forget. You both will be better off for this in the long run. And you won’t end up like the NHL, the No Hockey League

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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