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Pharmaceutical Executive October 1, 2010	When the Payer IS the Player As Medicare, Medicaid, and the nation's web of private payers gain market power, how can pharma stay ahead of the cost-containment curve?
HBS Working Knowledge July 9, 2007 Davis & Malhotra	Five Steps to Better Family Negotiations Family relationships are complicated, even more so when your uncle, mother, or daughter is your business partner.
Pharmaceutical Executive November 1, 2013	Roundtable on Market Access Market Access is a window on what matters in the real world of soaring patient expectations and crimped payer budgets for innovation.
Pharmaceutical Executive June 1, 2009	Pay For Play The P4P movement is here. Pharma marketers, it's time to take note.
Pharmaceutical Executive December 1, 2012 Hager & Temme	Germany's Price Reform Revolution At two years and counting, what's the secret of success in negotiating pricing under the new Act on Reform of the Market for Pharmaceutical Products legislation?
Pharmaceutical Executive September 1, 2012 Stan Bernard	The Payer C Change: From Customers to Competitors "Payers have evolved to become powerful global contenders with pharma for increasingly limited funding of drug budgets." Understanding why and how this payer shift to dominance occurred is critical for pharmaceutical professionals in adjusting their business model.
Pharmaceutical Executive August 1, 2012 Andrea Sobrio	Innovative Contracting: What is the Verdict? Industry is finding it harder to secure market access and payer uptake for new products. Innovative contracting may offer a solution. Is it working?
Pharmaceutical Executive August 1, 2012 Debbie Warner	Adapting to a New Era of Cancer Care Coverage and treatment decisions will be driven by value and defined differently by each stakeholder.
Commercial Investment Real Estate Mar/Apr 2008 Jim Van Dellen	Terms of Agreement The author compares interest-based negotiation to hard-nosed negotiation. Effective negotiation is about building profitable and sustainable relationships.
HBS Working Knowledge October 2, 2006 Martha Lagace	Negotiating in Three Dimensions How you can shape important deals through tactics, deal design, and set-up, and why three dimensions are more powerful than one.
Pharmaceutical Executive December 1, 2011 Lujing Wang	The Payoff for Payers Thorough risk assessment is essential before placing bets on good evidence that clears a path to approval.
Pharmaceutical Executive March 1, 2013 Forcellina & Akannac	Embedding Market Access in Today's Pharma Business Model A proactive approach to talent and organization planning is the hidden trump card in prevailing with payers.
Pharmaceutical Executive September 1, 2011 Don Creighton	Bridging the Hidden Hurdle in Cancer Cures Diagnostics can boast the efficacy of drug treatments, but delivering the promise depends on a predictable pathway to reimbursement.
Pharmaceutical Executive June 1, 2012	2012 Dealmakers Outlook With Yankee Stadium as the backdrop, Pharm Exec convened on its annual panel of heavy hitters in business development to crack the bat on best practices in licensing and for the year ahead.
Managed Care November 2005 Patrick Mullen	This Biologics Industry Spokesman Knows That Health Plans Can Only be Won Over by the Financial Argument. Biotech's focus is expanding from products that treat relatively rare diseases to treatments for conditions that affect much larger populations, including various cancers, diabetes, rheumatoid arthritis, and asthma because of health plan costs.
Pharmaceutical Executive March 1, 2011	Creating Customer Value: New Horizons on the Managed Markets Journey A highlight of the Hay Group's annual study of Sales Force Effectiveness, focusing on managed care markets.
Pharmaceutical Executive July 1, 2012 William Looney	The Learning Curve In a wake up call to this year's Emerging Leaders a group of St. Joseph's Business School Health Management alumni say time has no limit on surprises; change for pharma is here and it's good.
Pharmaceutical Executive August 1, 2008	Harbingers of Change The pharmaceutical industry is changing. Here are eight seminal events that describe how.
Pharmaceutical Executive February 1, 2014 Anbil et al.	Managed Markets: Positioning Your Product For Success with Pull Through Strategies A patient-centric approach to drug development delivers the benefits that actually create value
Pharmaceutical Executive January 1, 2012 William Looney	Pharma 2012: Hard Times Before the Harvest 2012 will be a transition year for pharma, one of the most important in its history. The challenge is that many new treatments may not complete the move from 'bench to bedside' in time to plug the yawning revenue gap.
Pharmaceutical Executive September 1, 2011	Should the US Gamble with Risk Sharing? Especially when payers come to the table holding the best cards, leaving industry second-guessing its strategy.
Pharmaceutical Executive January 1, 2009 Stan Bernard	Pharma vs. Pharma The most successful pharmaceutical companies will be those that can transform as the industry itself transforms.
Pharmaceutical Executive July 1, 2012 Jill Wechsler	Who Will Pay for New Drugs? Comparative research documenting value and affordability is key to obtaining coverage for high-cost therapies.
HBS Working Knowledge September 17, 2014 Sean Silverthorne	Sharpen Your Negotiation Skills Everyone negotiates, but few negotiate well. Here is a collection of Working Knowledge articles and faculty working papers that detail some of the the skills needed to negotiate successfully.
HBS Working Knowledge February 14, 2005 Lawrence Susskind	Striking a Deal with a Difficult Negotiator One of the trickiest aspects of negotiation is figuring out how to deal with an individual who cannot be convinced by the merits of evidence or arguments. The article uses a sales call as an example.
Pharmaceutical Executive March 1, 2012 Paolo De Marino	Registering Value: Always in the Eye of the Beholder The organizational disconnect between marketing and market access is curable if both groups focus on what counts: who's making the final purchase.
Managed Care August 2006 Emad Rizk	Finding Opportunity Where Business Models Meet The next stage of payer-provider collaboration will add true value.
Searcher June 2001 Seymour Satin	Negotiating: From First Contact to Final Contract The information professional's job description changes so rapidly from day to day, it's hard to keep up. From researcher to Web designer to information guru, the latest skill set all information professionals need is how to negotiate...
HBS Working Knowledge March 11, 2015 Michael Blanding	How Do You Grade Out as a Negotiator? Most negotiation training focuses on what happens before and during the talks. Michael Wheeler's new app helps users improve their skills after the deal is completed.
HBS Working Knowledge May 29, 2006 Lawrence Susskind	Why Technology Negotiations Are Different You can anticipate four specific problems to crop up more often in technology negotiations.
Nursing Management April 2009 Sharon H. Pappas	Profits, Payers, and Patients: Responding to Changes Profit is necessary for hospitals to fulfill their missions, invest in expansion and new technologies, and reinvest in existing patient care infrastructures. Profitability is the work of the financial team and the clinical team to produce the hospital's desired financial outcome.
Entrepreneur May 2005 Aliza Pilar Sherman	Seal the Deal Negotiating can be difficult, often more so for women, but sharpening your skills in advance will put you on top.
Inc. August 2003 Rob Walker	Take It Or Leave It: The Only Guide to Negotiating You Will Ever Need If you want to be a better negotiator, you can buy 24 books, take 12 courses, and attend 7 seminars -- or, you can read this article .
Pharmaceutical Executive February 1, 2013 William Looney	Pathways to Progress Cancer is increasingly understood as a collection of rare and mostly treatable conditions rather than the impregnable, monolith portrayed in popular culture. Industry experts review current and pending efforts to turn great science into good practice.
Pharmaceutical Executive May 1, 2007	Thoughtleader: Thomas Nagle, Strategic Pricing Group This industry consultant believes the U.S. government will soon follow Europe's lead in taking a greater hand in price negotiations, and pharma will need to be able to communicate the value that products offer. Here he discusses how pharma can meet that challenge.
Financial Advisor March 2005 David L. Lawrence	Merging Options Five steps may help you avoid pitfalls and make your financial advisory practice merger a success.
Fast Company Stephanie Vozza	The 5 Most Common Negotiating Mistakes Negotiating can be uncomfortable: standing up for yourself, asking for what you want, and trying to get a better price, terms, and condition often feels confrontational -- and most of us avoid confrontation.
AskMen.com Ross Bonander	4 Steps: Negotiating We could all drastically improve our lives if we learned some superior negotiating skills. Here's four tips to get you started.
Commercial Investment Real Estate Sep/Oct 2010 Sing & Feigl	Prepare to Work Out A plan strengthens your position in contract renegotiations.
HBS Working Knowledge February 13, 2006 Pradel, Bowles & McGinn	When Gender Changes the Negotiation Certain types of negotiation can set the stage for differences in outcomes negotiated by men and by women. Here are some suggestions on how to prevent gender from becoming a significant factor in negotiations.
Pharmaceutical Executive September 1, 2013 William Looney	Trying to Control Pharma Costs? A key issue for biopharma marketers today is balancing cost and value factors around specialty biologic drugs, particularly those for cancer and other high profile, life altering diseases.
Pharmaceutical Executive November 1, 2013 William Looney	Payers: Late for the Party? Pharm Exec's two key features this month illustrate the strategic contradiction facing today's industry.
AskMen.com Jim Thomas	Negotiate To Win In this excerpt from Negotiate to Win, Jim Thomas outlines the importance of creating win-win negotiations instead of win-lose ones.
Managed Care December 2006 MargaretAnn Cross	Confronting The Medicare Cost Shift Plans are increasingly concerned about the degree to which providers overcharge them to make up for losses from government programs.