Pulmocit: Negotiating Pharmaceutical Products with the Government (A) - Mr Simone Moretti (AhaPharma) - Confidential Instructions

Published 27 Jan 2014
Reference 6033
Industry Pharmaceuticals
Region Global
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