In this episode of Commercial Edge…

Jon Halpern and Samantha Jouin discuss how leading pharma companies are negotiating the Inflation Reduction Act, focusing on the negotiation process between the government and pharma companies.

They explore the dynamics of power, the structured negotiation process, and the strategic planning required for successful negotiations. Key takeaways include how to develop a strong value proposition, controlling the criteria for evaluation, and the tactical elements of negotiation.

Jon’s key takeaways:

1. Focus on your value proposition: strong, clear, differentiated and aligned to underlying needs

1. Get control of the evaluation benchmarks, criteria and align with your strengths
2. Open Strong and maintain the position throughout the rounds

Reach out to Jon Halpern at [email protected]

Find Samantha Jouin on LinkedIn: https://www.linkedin.com/in/samantha-jouin/

View the video version on Youtube: