
The ability to read between the lines in a negotiation is important as it provides insights into the other party's position.
In Pharmac negotiations I have often seen, people just respond to what is said at face value which in most case
s just ends in a lot of correspondence and no progression.
Understanding why the other party is asking the question is more powerful than the question in itself. It informs you if they have brought into the value proposition or not and where they are at in the negotiation process. Is the other party still arguing its position? Have they signaled some flexibility allowing you to propose an offer?
Without this knowledge, companies often start bargaining before Pharmac has bought into the value proposition and in doing so, are left wondering why there is radio silence.
Understanding the process of negotiation will not only speed up the process but also remove a lot of frustration for both parties.
WellMed.NZ understands the Pharmac process and how best to tailor proposals to Pharmac's needs. This can accelerate funding and mitigate years of pointless negotiation without results.
Let WellMed.NZ rescue your negotiations and start making up for lost time!
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