Horacio Falcão created Value Negotiation: How to Finally Get the Win-Win Right. 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.
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Pharma, Prices and Power
Horacio Falcão
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.
