From Nightmare To Success

Negotiation Advisory | Healthcare Sector | Market Access Negotiations


A global health care company needed just-in-time training and coaching to help a team to overcome a negotiation impasse that threatened to become a public relations nightmare.


In the aftermath of the 2008-09 financial crisis, we were called in to help a commercial team to overcome impasse in a negotiation with a distressed government. At the time there were more than a hundred legal actions pending between the parties, public recriminations in the media, and angry protests by affected citizens.


We provided a day of training for the team and them conducted a team strategy session. The session led to deeper insights about the parties, a new process for negotiations, and a new proposal that protected each side’s key interests.


The impasse was broken; agreement was reached. Badly needed products came to market, and the company and government both declared success.