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. 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)

Contact our experts

Cristiana Toader

Director

Sarah Schellenberg

Director

Learn more about our focus topic

Value Pull-Through

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