Pharma, Prices and Power

Reshaping Pharmaceutical Pricing Negotiations for a Healthier Future
Erscheinungsjahr 2025
ISBN: 978-3-031-93932-7
Verlag: Springer

Buch, Englisch, 207 Seiten, Format (B × H): 160 mm x 241 mm, Gewicht: 510 g

Reihe: Future of Business and Finance

This book brings a negotiation perspective to healthcare. It opens the hidden box of pricing and reimbursement (P&R) negotiations, showing their huge impact on global healthcare systems and how they could be drastically improved.

The authors offer a comprehensive and unique negotiation-based analysis of healthcare systems worldwide, highlighting the historical, structural, and ethical challenges that shape P&R negotiations. From the role of governments and health insurers to the intricate dynamics between healthcare providers and users, the authors examine the forces driving healthcare costs and access. With a unique blend of theoretical expertise and practical experience, the authors propose a paradigm shift toward value-oriented negotiations. They show how to move away from adversarial win-lose tactics to collaborative and transparent negotiations.

Praise for the book

– Valentino Confalone, Presidente Novartis Italia

 – Caroline Kaas Kristiansen, Head of Global Market Access Network & Excellence at Novo Nordisk

  – From the foreword by Dr Otmar Kloiber, Secretary General of the World Medical Association 

 – Catarina Costa, Market Access and Public Affairs Professional at Novo Nordisk, formerly Pharmaceutical Technician at INFARMED (the Portuguese Medicine Agency)

   – Jessie Sijing Xiong, Strategy and Investment Director of WuXi Biologics

  – Stephen Chick, Professor and Academic Director, INSEAD Healthcare Management Initiative

 – Florentino Cardoso, Oncological Surgeon and President of the Brazilian Medical Association (2011-2017)

Zielgruppe

Professional/practitioner

Autoren/Hrsg.

Falcão, Horacio

Gouveia, Rodrigo

Lamarque, Hervé

Fachgebiete

• Wirtschaftswissenschaften Wirtschaftssektoren & Branchen Fertigungsindustrie Pharmaindustrie
• Wirtschaftswissenschaften Volkswirtschaftslehre Gesundheitsökonomie
• Medizin | Veterinärmedizin Medizin | Public Health | Pharmazie | Zahnmedizin Medizin, Gesundheitswesen Public Health, Gesundheitsmanagement, Gesundheitsökonomie, Gesundheitspolitik
• Wirtschaftswissenschaften Betriebswirtschaft Management Verhandlungen

Inhaltsverzeichnis

1. Introduction.- 2. Understanding Healthcare systems and their Negotiations.- 3. The Government (Payer) Challenge.- 4. The Biopharma Challenge.- 5. P&R Negotiation Challenges.- 6. What Can You Do Differently.- 7. Conclusion.

Über Autor(innen)

Horacio Falcão created Horacio won the Best Elective Professor of the Year at INSEAD 21 times, co-founded Value Negotiation (negotiation advisory), VN Tech (Negotiation SaaS), Qinect (AI in negotiation), and the INSEAD Negotiation and Conflict Management Collaborative.

Rodrigo Gouveia is a Partner at Value Negotiation, teaching Negotiation at INSEAD as a visiting professor. Since 2013, Rodrigo has helped strategize and support negotiations for over a dozen pharmaceutical products across 25 countries and has taught Market Access Win-Win negotiation to more than 500 people in the pharmaceutical industry.

Hervé Lamarque is a seasoned biopharma executive with leadership experience at companies including AstraZeneca, Bristol Myers Squibb, and Incyte Biosciences. He brings specific expertise in Pricing and Market Access strategy. Over the past 20 years, Hervé has led or participated in Market Access and pricing negotiations for more than 20 pharmaceutical products, with a track record of over 250 negotiations across more than 25 countries worldwide.