What Can You Do Differently?

Horacio Falcão, Rodrigo Gouveia and Hervé Lamarque
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Horacio Falcão: INSEAD
Rodrigo Gouveia: Value Negotiation

Chapter 6 in Pharma, Prices and Power, 2025, pp 149-199 from Springer

Abstract: Abstract We need proactive change to get out of the negative spiral highlighted in the previous chapter. This extensive chapter, with 25 subchapters, explains to a Pharmaceutical executive exactly how to do that. It is a detailed guidebook on how to transform the feared P&R negotiation into a very successful negotiation. The 25 subchapters provide all the knowledge a pharma negotiator needs to become an absolute expert P&R negotiator and overcome all the hurdles, both with Payers and internally.

Date: 2025
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Persistent link: https://EconPapers.repec.org/RePEc:spr:fuobcp:978-3-031-93933-4_6

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DOI: 10.1007/978-3-031-93933-4_6

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