<iframe src="https://www.googletagmanager.com/ns.html?id=GTM-PHTV9K7" height="0" width="0" style="display:none;visibility:hidden">
Loading
Skip to Main Content
Product cover image for Pulmocit (B): Negotiating Pharmaceutical Products with the Government

Pulmocit (B): Negotiating Pharmaceutical Products with the Government

Falcao, Horacio;Gouveia, Rodrigo

Product #:IN-S388
Supplier:INSEAD
Discipline:General Management
Details:Role-Play (PDF) • 5 pages • 2014-01-27 (Rev: 2015-02-26)

Subjects:

Leadership
Your Price:$4.62

Purchase this material with a free Educator Account and enjoy more benefits:

  • Free Educator Copy
  • Free Teaching Notes
  • Build your coursepack
  • Discounted academic price

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 designed to enhance experiential learning.

Learning Objectives

1. Partisan perceptions 2. From interests to options to legitimacy 3. Limitations to value creation in government negotiations (Do no harm/ Their gain is our loss/ Competition is always good/ Support our group/ Live for the moment/ No pain for us, no gain for them)
Loading
Role-Play: Pulmocit (B): Negotiating Pharmaceutical Products with the Government (English version) | Ivey Publishing