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Nobody likes to be snookered, to be taken advantage of, and this especially so when we’re negotiating.

If we’re hoodwinked or conned when dollars and cents and promotions and salaries are at stake

According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product

, it’s especially painful.

Before you rush off to that next job interview or performance evaluation, or you race to bargain for that new car or enticing house, open your eyes and take the measure

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

f the people you’re negotiating with.

It may save you money, embarrassment, and even your career!

Here are 5 tip-offs that they may be more skilled at the game than you are:

(1) IS HE TOO DUMB T

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

O BE TRUE? That car dealer that seems to be the village idiot may be simply playing Lt. Columbo with you. You remember him, the TV detective who mumbled and bumbled his way to solving case after ca

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

e, ensnaring the most evil and, get this, the cockiest and most over-confident bad guys in the world! Playing the bozo is a smart move, according to a consensus of negotiating pro’s. By asking ques

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

ions and appearing un-slick, you gain several advantages, not the last of which is you listen more than you talk, you fact-find, uncover their negotiating ranges, and you induce the other party to

ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc

make damaging disclosures while avoiding the perils of blabbing. There was only one job interview where it paid for me to appear smart, and that was when I sought college teaching positions. So, ex

easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi

eptions exist, but they’re rare.

(2) IS SHE THE NICEST PERSON YOU’VE MET IN MONTHS?

Nice people are disarming. They offer us a glass of water, hold doors open for us, smile, make pleasant eye con

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

act, compliment our attire, and put us at ease. And in doing so, they get far more from us, through tit-for-tat, our desire to reciprocate, than they would ever extract through bullying. The “hard

and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ

negotiator” exists, the one who seems to put his bulldog personality before all else. But he isn’t nearly as effective, in most cases, as that flawlessly polite and congenial person that seems to R

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

ALLY LIKE US! Beware of them.

(3) DOES SHE CONFESS THAT SHE HAS LIMITED AUTHORITY?

This is one of the oldest gambits in the book. If I have limited authority, I can’t seal a deal all by myself, w

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

ich means if you can, what you promise is binding, but what I “think I might be able to do,” is always tentative. This means you make concessions without a stop-loss, and I haven’t conceded a thing

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

. I’ll leave the table with all of my options open, always promising to “see what I can do,” but only getting final approval much later on, after you have caved in on point after point.

(4) LIKE A

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

GREAT FOOTBALL COACH, DOES HE KNOW HOW TO PLAY THE CLOCK?

Effective negotiators seem to speed up and slow down the pace of the game, nearly at will. When a sense of urgency suits them, you feel pr

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

ssure to answer their questions, provide commitments, and make concessions on the spot. When they find it valuable to slow the pace, to heighten your frustration and to tweak your need for quick cl

t?

As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel

osure, suddenly, they have to take a break or are called into another meeting or have to take a call and get back to you later. The Master of the Clock is typically a negotiation master, as well.

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

5) JUST WHEN YOU THINK YOU HAVE A DEAL, DOES SHE NEED JUST ONE SMALL FAVOR OR ADDITIONAL ITEM?

A “nibble” is a tiny morsel that your counterpart asks for just as, or even some time after you think

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

your terms have been agreed upon and are final. The smart buyer says to the car dealer, “Of course, you’re going to make sure to give me a full tank of gas, aren’t you?” Depending on the model, tha

.

As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de

t can be a $50 nibble, or much more, if you’re buying a Winnebago. Is any sane seller going to refuse, to watch his commission scamper away over a measly few dollars? Yes, some will, who resent nib

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

lers, but most won’t.

Looking at the bright side, now you know five of the most typical negotiating gambits, and of course, you can use them too, when you encounter someone with even LESS training

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

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