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Product cover image for Pulmocit (A): Negotiating Pharmaceutical Products with the Government

Pulmocit (A): Negotiating Pharmaceutical Products with the Government

Falcao, Horacio;Gouveia, Rodrigo

Product #:IN-S387
Supplier:INSEAD
Discipline:General Management
Details:Role-Play (PDF) • 4 pages • 2014-01-27 (Rev: 2015-02-23)

Subjects:

Leadership
Your Price:$9.71

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This is a two-party negotiation between a pharmaceutical company and a government agency to decide if a new medication will be put on the reimbursement list. The pharmaceutical company has a valuable new product, the government has semi-monopolistic power over whether (or not) drugs are listed. The role-play allows participants to negotiate given the inherent value-creation limitations of the setting.

This is a Role-play case tailored for case method and experiential learning.

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Role-Play: Pulmocit (A): Negotiating Pharmaceutical Products with the Government (English version) | Ivey Publishing