Summary
This is a two-party negotiation between a pharmaceutical company and a government agency to decide if a new medication will be put on the reimbursement list. The pharmaceutical company has a valuable new product, the government has semi-monopolistic power over whether (or not) drugs are listed. The role-play allows participants to negotiate given the inherent value-creation limitations of the setting.
Teaching objectives
1. Partisan perceptions
2. From interests to options to legitimacy
3. Limitations to value creation in government negotiations (Do no harm/ Their gain is our loss/ Competition is always good/ Support our group/ Live for the moment/ No pain for us, no gain for them)
Keywords
- Q21314
- Reimbursement of medicines
- Listing of medicines
- Negotiation with governments
- Negotiation with monopolies
- Negotiation of a new product
- Price negotiation with governments
- Price negotiation of a new product
- Limitations to value creation in government negotiations
- Using legitimacy when pushed to a bargaining process
- Partisan perceptions
- HMI
- Pharmaceutical and Medical Device Sectors
