In my 30 years doing negotiations at all levels, I realise that these three rules are really what matter for achieving great results in any type of negotiations. The wonderful thing about these three golden rules is that even unskilled negotiators can

According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product

win big time using these rules. They are the ABC of negotiation.

1) Aim Big 2) Be Patient 3) Concede Small



1) Aim Big

This is the realm of Aspiration,

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

ong> Arnold Toynbee once said: “It is a paradoxical but profoundly true and important principle of life that the most likely way to reach a goal is to be aiming not at that goal itself but at some more ambitious goal beyond it

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

m>.”

I visited an Antique shop with my wife the other day and we fancied a great looking Victorian coffee table that was in mint condition.

The price tag was £499 and my wife was dying to buy it, the sales man noticed her

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

attachment to the table and naturally wouldn’t budge on the price.

I said to him very politely that I am very embarrassed by the situation and that all what I have in my pocket is £90 pounds and no credit cards.

the sales man was shocked

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

but appreciated my “openness” with him and said “you couldn’t make it £200 pounds.. (notice the concession he made.. for next golden rule).

I took my wife aside to ask if she has any money on her while she knew what I wa

ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc

doing..

I went back to the sales man and said my wife has only £20 on her and offered him all what we have which is £110 in total…

to my surprise he accepted while my wife was pleasantly in shock.

Obviously I can give you hundred

easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi

s of examples on this golden rule, but I hope you got the point.

Poor negotiators are shy to ask or to aspire for stunning results. Remember you can always ask and the worst that could happen is that you get a NO, but more often than

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

not the other party will want to continue if he saw that you are “genuine” and “polite”.

Try this rule when you buy a new car. First decide which car, study the price, determine how much you will pay (planning)

and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ

and then, take the money in cash with you on the last day of the month and show it to the sales man “humbly” explaining that this is all you have for this beautiful car.

Just make sure that what you are paying him is aroun

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

d 20% less than the asking price. I promise you, you will get the car you dreamt off all this time and at a great price.

2) Be Patient

Have you heard of the expression "the 11Th hour?" And "All