It is a two party negotiation between a government agency along with a pharmaceutical company to determine if a brand new medicine will be put on the reimbursement list. The pharmaceutical company has a valuable new merchandise, the government has semi-monopolistic power over whether (or not) drugs are listed. Participants of the role-play are permitted to negotiate given the inherent value-creation limitations of the setting.
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PUBLICATION DATE: January 27, 2014 PRODUCT #: INS388-PDF-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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