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

By Horacio Falcao,  Rodrigo Gouveia
Published 27 Jan 2014
Reference 6033
Topic Economics & Finance
Industry Pharmaceuticals
Region Global
Length 4 page(s)
Language English
Inspection copy
Teaching note
6.00
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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
Related case to use with this case

Pulmocit: Negotiating Pharmaceutical Products with the Government (B) - Dr Rozentale (Alpenian Government) - Confidential Instructions

By  Horacio Falcao,  Rodrigo Gouveia

    Add to cart
    About the authors
    Falcao

    Horacio Falcao

    Professor of Management Practice of Decision Sciences
    Gouveia

    Rodrigo Gouveia


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