Health / Medicine / Pharmaceutical Negotiation Role-Play:

Hopkins Hospital

Janet Martinez

Please note: you must order multiple copies in order to run this simulation. You should order a copy for every person participating in the simulation.

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SCENARIO:

Hopkins Hospital is the largest and most influential teaching hospital in the region. 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 Hospital 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 Hospital, 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 Hospital 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 of them simultaneously if desired.

 

MAJOR LESSONS:

  • 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

 

Teacher’s Package Includes:

  • Participant materials
  • Matrix of possible agreements for debriefing

 

Hopkins Hospital Attributes

Time required:
2-3 hours
Number of participants:
3
Teams involved:
No
Agent present:
None
Neutral third party present:
None
Scoreable:
No
Teaching notes available:
Yes

PON Teaching Negotiation Resource Center

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Soft copy vs. hard copy

You may order this role simulation in either soft copy (electronic) or hard copy (paper) format. If you select the soft copy option, you will receive an e-mail with a URL (website address) from which you may download an electronic file in Adobe Acrobat PDF format. You will have one week to download your materials from when you receive the email. You are then only authorized to use, print, or share the materials as many times as the number of copies you purchase. The TNRC charges for use of this simulation on a per-participant basis. Therefore, you must purchase a separate copy of this simulation for each person who will be participating, regardless of the number of roles in the simulation. You will only receive a link to one electronic file, which includes all general instructions, confidential instructions, and any teaching notes for the simulation. You should separate out the instructions before distributing to participants.

If you select the hard copy option, you will receive paper copies of this role simulation via the shipping method you select.

For additional information about the soft copy option, please visit our FAQ section, or contact the PON Teaching Negotiation Resource Center at tnrc@law.harvard.edu or 800-258-4406 (within the U.S.) or 301-528-2676 (outside the U.S.).

Please note: At the present time, Teaching Negotiation Resource Center soft copies are compatible with the following versions of the Adobe Acrobat Reader: English, German, French, Spanish, Swedish, Portuguese, Japanese, and Korean. If you have a different version of the Acrobat Reader, you may wish to download one of these at http://www.adobe.com/products/acrobat/readstep2.html, or contact the PON Teaching Negotiation Resource Center at tnrc@law.harvard.edu, 800-258-4406 (within the U.S.), or 301-528-2676 (outside the U.S.) for further assistance. This restriction does not apply to the freely available Teacher’s Package Review Copies.

Ordering a single copy for review

If you wish to review the materials for a particular role simulation to decide whether you’d like to use it, a PDF, or soft copy, version of the Teacher’s Package for the simulation is available as a free download from the description page of most role simulations and case studies. All Teacher’s Packages include copies of all participant materials. In addition, some Teacher’s Packages (but not all) include additional teaching materials such as teaching notes or overhead masters.

Ordering copies for multiple participants

To order multiple copies of a role simulation for use in a course or workshop, simply enter the total number of participants in the box next to “Quantity.” There is no need to calculate how many of each role is required.

If you are ordering hard copies, the Teaching Negotiation Resource Center will calculate the appropriate numbers of each role to provide, based on the total number of participants. For example, if you wish to order a 2-party role simulation for use with a class of 30 students, you would enter “30” in the box next to “Quantity.” You then would receive 15 copies of one role and 15 copies of the other role, for use with your 30 participants. As another example, if you ordered 30 participant copies of a 6-party role simulation, you would receive 5 copies of each role.

In the event that the number of participant copies you order is not evenly divisible by the number of roles in the simulation, you will receive extra copies of one or more roles. Participants receiving the extra roles may partner with other participants playing the same role, thus negotiating as a team. So, for instance, if you ordered 31 copies of a 2-party role simulation, you would receive 15 copies of the first role and 16 copies of the second role. One of the participants playing the second role would partner with another participant playing that same role, and the two would negotiate as a team.