Negotiation Pathway and Negotiation Workshops

Goal

Support local teams in the identification of the revenue maximizing negotiation strategies sequence (pathway). The pathway starts from a clear ambition for price, access and speed-to-market followed by fall-back positions trading off different dimensions.

Negotiation Pathway and Negotiation Workshops_560x400.jpg

We also supported negotiation workshops tailored to specific country needs, for example:

Definition/ refining of local negotiation pathway
Strengthening of value communication for negotiations
Mock negotiations

Approach

Negotiation pathway

Provides structured global guidance for access ambition and fall-back negotiation positions and for affiliate localization to maximize the value of product X

Customized affiliate / area negotiation workshops

Support areas or affiliates to facilitate strategic negotiation workshops to address specific challenges and healthcare system settings

Mock negotiation workshop-in-a-box toolkit

Includes hands-on guidance and materials to self-organize and customize an affiliate mock negotiation workshop

Creates clarity on the global access ambition and provides guidance for local ambitions, fall-back negotiation positions and walk-aways
Provides a structured and simple process for affiliates’ negotiation preparation combining several global deliverables including contracting guidance and value proposition
Empowers affiliates to effectively plan their negotiations and discuss strategies and trade-offs within their local teams and across the organization (within negotiation workshops)
Provides a simple tool to organize and run local mock negotiations workshop (workshop-in-a-box toolkit)

Negotiation Pathway and Negotiation Workshops

Contact our experts

Cristiana Toader

Director

Sarah Schellenberg

Manager

Learn more about our focus topic

Value Pull-Through

We use cookies to ensure we give you the best experience on our website. Detailed information on the use of cookies, and how you can disable them, is provided in our Privacy Policy. By using this site or clicking on "OK", you consent to the use of cookies.