To The Finish Line

Negotiation Advisory | Healthcare Sector | Sales Negotiations

Situation:

In a novel regulatory situation where the terms of agreement could set a precedent for other decisions, negotiations between a company and a government agency had stalled.

Problem:

The company, operating in a major EU market, faced an uphill battle for rapid approval of a innovative product. In this high stakes environment, the local negotiating team needed to ensure close alignment with regional and global colleagues around a wise strategy.

Action:

We provided regular coaching to the company’s lead negotiator and occasional coaching to key global team members. We advised on the negotiation strategy from start to finish.

Result:

When the lead negotiator walked into a global meeting after having negotiated to a successful outcome, his colleagues room burst into applause. Internal approvals had been reached more efficiently with less conflict. An innovative agreement had been achieved, in a way that enhanced the company’s local reputation. The negotiator’s feedback to Movius?  “I couldn’t have done this without you.”