Creating A Shared Victory

Negotiation Advisory | Healthcare Sector | Market Access Negotiations

Situation:

A company needed to reach a deal with their government before the window of opportunity closed.

Problem:

Our client, whose product could help tackle an important public health issue, was seeking to negotiate new commercial terms. Although awareness of the public health issue was growing, the country’s health authorities had some important reservations that the company had not been able to overcome in the past.

Action:

We convened several Team Strategy Sessions to carefully review the current context and the potential opportunities that might exist. Although it had never been raised as a possibility, we recognized that both sides might share an interest in making the product more widely available, at a reduced price.

Result:

The impasse was broken; agreement was reached. In being seen to take action to address a growing public health concern, both the company and government could declare success.