Hopkins HMO is the largest independent managed health care organization in the regions. PharmaCare, Inc., a newly-formed pharmaceutical company, has just introduced "Profelice," the first commercially-approved antidepressant treatment of its type. Profelice is expected to replace Prozac and Zoloft due to increased efficacy and reduced side effects.
The Managed Care Representative for PharmaCare and the Pharmacy Director for Hopkins HMO have held several preliminary meetings over a contract for Profelice, but have made no commitments. The key issues to be negotiated include market share target tiers for Hopkins HMO, the discount pricing schedule for Profelice, marketing support, Profelice's formulary status, and the length of the agreement.
Now, the PharmaCare Managed Care Rep and the Hopkins HMO Pharmacy Director are meeting with PharmaCare's Contract and Pricing Manager to try to finalize the agreement. The Contract and Pricing Manager has final approval over all PharmaCare contracts. The simulation is arranged so that the Managed Care Rep will meet with each of the other two parties individually, and with both them simultaneously if desired.
How perceptions of power can affect an agreement
The importance of understanding interests to developing a mutually beneficial agreement
The process of creating and claiming value
The effect of the relationship on the agreement and vice-versa
Prof. Susskind’s Top 5 Environmental Negotiation Teaching Materials
From time to time, the Teaching Negotiation Resource Center asks PON-affiliated faculty to nominate their top five books, top five teaching videos or top five role-play simulations in certain fields or teaching settings. These change periodically.