Negotiation is key for Market Access whenever disputable value is at stake, including additional medial benefit, cost-effectiveness and degree of innovation. Once the additional value is acknowledged by a Decision Maker - negotiation capabilities will strongly affect Pricing & Reimbursement outcome.
Biased perception is frequent for the own and the Decision Maker’s view:
If the synergy with an outside view will improve the negotiation
deal by only 3% - the gain will be tremendous.
pharmaLevers is helping clients in the following way:
• pre-negotiation audit
• offer an external view from an uninvolved party
• making the case for a Decision Maker in a role-play
• identify and elaborate Decision Makers’ potential concessions
• check and challenge the internal view and value perception
• deal mapping