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Negotiation Support
Are you facing tough negotiations in healthcare or other industries? Professional negotiation support can make a crucial difference. Learn how to negotiate more successfully with the right strategy and tactics. Need support for your upcoming negotiations? Get in touch now!
Professional negotiation support is crucial in the complex German healthcare system to balance information asymmetries and achieve optimal reimbursement prices.
The integration of the Harvard Concept and systemic consulting promotes win-win situations and long-term relationships, which can improve negotiation outcomes by up to 15%.
Innovative contract concepts such as pay-for-performance and professional arbitration support ensure fair outcomes and long-term success in conflict cases.
In the complex German healthcare system, professional negotiation support is crucial for success. The interplay between insurers, companies, and political expectations places high demands on negotiation management. The challenges of market access are diverse, ranging from divergent interests between association representatives and profit-oriented corporations to the information asymmetry between health insurers and industry. Thorough preparation and strategic planning are essential to be successful in this environment.
The complexity of negotiations in the German healthcare system requires a deep understanding of the specific framework and stakeholders. Negotiation support helps to understand the different perspectives and identify common interests. This is particularly important to develop constructive solutions that meet both the needs of companies and the goals of the insurers. Specialized training and careful preparation are therefore essential to bridge the information asymmetry and develop a successful negotiation strategy.
Companies wishing to operate in the German market require comprehensive negotiation support to tackle the challenges of market access. This includes not only developing a suitable negotiation strategy but also preparing for potential conflict situations and considering the political and economic framework conditions. Professional negotiation support can significantly increase the chances of success in complex negotiations and help build long-term partnerships. Further information on external support for negotiations can be found on the federal page under Neutrality and Independence.
The SKC approach integrates the Harvard concept of objective negotiation with the principles of systemic consulting to achieve synergies and better negotiation outcomes. The Harvard concept focuses on fact-based reasoning and identifying common interests, while systemic consulting takes into account the overall context and relationships between the negotiation partners. This methodological diversity allows for the recognition of patterns and dynamics that influence negotiation and the development of constructive solutions.
The combination of the Harvard concept and systemic consulting enhances understanding of the other party's perspectives and facilitates the development of win-win situations. By considering the overall context and relationships between the negotiation partners, long-term and sustainable solutions can be achieved. Negotiation support through SKC aims to empower negotiation partners to achieve their goals while building positive relationships. The integration of objective criteria and systemic understanding leads to more robust and accepted agreements. For more on the systemic approach, see the publication from the University of Graz: Psychosocial Aspects in Negotiations.
The practical application of this integrated methodology leads to constructive solution finding, where the interests of all parties are considered. Negotiation support helps to resolve blockages and create a positive negotiation atmosphere. Through the combination of fact-based reasoning and systemic understanding, sustainable and mutually beneficial results can be achieved. This is especially important in complex negotiations in the healthcare sector, where the interests of different stakeholders often diverge. Our analyses on purchasing decisions provide further insights into decision-making processes.
A clear negotiation strategy and a value-based pricing rationale are inseparable to succeed in Market Access and secure reimbursement rates. Defining objectives, priorities, and alternatives is crucial for successful negotiation. A value-based pricing rationale justifies the reimbursement price through evidence-based reasoning, taking into account medical benefits and cost efficiency. The negotiation support helps to develop a robust pricing rationale based on clinical data, economic models, and patient preferences.
The development of a value-based pricing rationale requires careful analysis of available data and a clear presentation of medical value. Negotiation support assists in gathering relevant information and translating it into a compelling argument. Both clinical data and economic models are considered to justify the reimbursement price. Taking into account patient preferences is also of great importance to demonstrate the product's value from the patient's perspective. Our expertise in value-based sales strategies can offer you valuable support in this area.
A robust pricing rationale includes various components, including clinical data, economic models, and patient preferences. Negotiation support aids in integrating these components and developing a persuasive argument. Clinical data proves the medical value of the product, while economic models demonstrate cost efficiency. Considering patient preferences ensures the product's value is shown from the patient's viewpoint. Combining these components can create a solid foundation for negotiating reimbursement prices. SKC Consulting offers you comprehensive support in this regard, as described on their website Verhandlungsunterstützung.
A practical negotiation training and realistic simulations prepare you for real negotiation situations and increase your chances of success. Using training cases from the Harvard Law School's Program on Negotiation allows for the analysis of complex scenarios and the development of negotiation strategies. Realistic simulation exercises offer the opportunity to test negotiation tactics and techniques in a safe environment. The negotiation support includes preparation for various scenarios and the development of strategies to handle conflict situations.
Preparing for real negotiation situations is crucial for success. Negotiation training and simulations help you identify your strengths and weaknesses and adjust your negotiation strategy accordingly. Analyzing complex scenarios enables you to examine different options and choose the best course of action. The negotiation support also includes the development of contingency plans in case the negotiation does not go as planned. Our articles on negotiating at auctions provide you with further insights into the dynamics of negotiations.
The focus areas of the training include negotiation psychology, negotiation tactics and emotional control. Negotiation support helps you understand the psychological aspects of negotiation and control your own emotions. Negotiation tactics involve the application of various techniques to achieve your goals. Emotional control is crucial to keep a cool head in difficult situations and make rational decisions. By combining these focus areas, an effective negotiation strategy can be developed.
An extensive support in the AMNOG process for pharmaceuticals and DiGA, as well as assistance in arbitration proceedings, ensures success in GKV-SV price negotiations (§130b & §134 SGB V) and contract negotiations with health insurance companies. The negotiation support includes consulting on various issues and negotiation situations across different indication areas. Negotiations for reimbursement and discount agreements, selective contracts (§140a SGB V), and contracts for outpatient specialized medical care (§116b SGB V) require specific expertise and careful preparation.
The negotiation support in the AMNOG process includes the preparation of dossiers, the preparation for the oral hearing, and the accompaniment during price negotiations with the GKV top association. Support in arbitration proceedings includes preparing the argumentation, participating in negotiations, and implementing the arbitration award. The negotiation support helps to represent one's own interests and achieve a fair agreement. Knowledge of the legal framework and the specific requirements of the health insurers is crucial here. Our services in the real estate sector also offer you valuable support in negotiations.
Experience in various indication areas enables the identification of specific challenges and opportunities and adapts the negotiation strategy accordingly. The negotiation support includes the analysis of market data, the assessment of medical added value, and the development of a convincing argumentation. Knowledge of the specific requirements of the health insurers and the competitive situation is crucial here. By combining expertise and experience, a successful negotiation strategy can be developed. SKC offers comprehensive support in contract negotiations, as described on their website Contract negotiations with health insurance companies.
Innovative contractual concepts such as Pay for Performance enhance negotiation success and are particularly significant for gene therapies and ATMPs. The negotiation support helps to overcome the challenges in implementing such concepts and achieve a fair agreement. In stalled negotiations, SKC acts as a neutral mediator to understand the positions of payers and industry/service providers and to resolve blockades. The negotiation support promotes constructive discussions and helps to find a solution acceptable to all parties.
The negotiation support for Pay for Performance concepts includes the development of measurable goals, the definition of success criteria, and the establishment of payment modalities. The challenges in implementing such concepts lie in the measurability of success, data collection, and fair distribution of risks. The negotiation support helps to tackle these challenges and reach a transparent and comprehensible agreement. Our analyses on auctions vs. direct negotiations provide further insights into negotiation dynamics.
The role of SKC as a neutral mediator in stalled negotiations is of great importance to avoid escalation and find a constructive solution. The negotiation support includes analyzing the positions of the various parties, identifying common ground, and developing compromise proposals. Understanding the specific interests of payers and industry/service providers is crucial in this process. By combining expertise and experience, a successful negotiation strategy can be developed.
A professional arbitration support ensures fair outcomes in conflict cases and includes assistance during arbitration proceedings, benefit/risk assessment, precedent analyses (MAIS database), application preparation, as well as the strategic and tactical preparation of the negotiation team. The opportunity for SKC participation as a member of the arbitration board provides additional expertise and experience. The role of external support is characterized by neutrality, independence, technical expertise, and experience. Early involvement and collective decision-making are crucial for success.
The negotiation support during arbitration proceedings includes the preparation of arguments, participation in negotiations, and implementation of the arbitral award. The benefit/risk assessment helps evaluate the chances of success of the proceedings and adjust the negotiation strategy accordingly. The precedent analyses (MAIS database) allow consideration of previous decisions of the arbitration board and aligning the arguments accordingly. The application preparation ensures that all relevant information and arguments are presented comprehensively and persuasively. Our services in the strategy area also provide you with valuable support in negotiations.
The role of external support is characterized by neutrality, independence, technical expertise, and experience. Negotiation support by a neutral third party can help prevent escalation and reach a fair settlement. Early involvement and collective decision-making ensure that all parties accept the support and actively participate in the solution-finding process. The technical skills for mediators include transparency, confidentiality management, relevant technical expertise without solution development, appropriate training, and practical experience, as described on the federal website role of external support.
Psychosocial factors such as values and beliefs, emotional intelligence, and systemic thinking as well as the integration of digital negotiation support enhance negotiations and lead to better outcomes. The negotiation support assists in identifying and addressing potential conflicts, managing emotions, and understanding nonverbal communication. Systemic thinking enables consideration of long-term consequences and the development of sustainable solutions. The integration of digital negotiation support offers possibilities for process automation and data-driven decision-making.
Negotiation support in the area of psychosocial factors includes identifying and addressing potential conflicts based on different values and beliefs. Emotional intelligence helps in understanding one's own emotions and those of the other party, and responding appropriately. Systemic thinking allows consideration of the long-term consequences of the negotiation and the development of sustainable solutions. The integration of digital negotiation support provides opportunities for process automation and data-informed decision-making. Our services in sales also offer valuable support in negotiations.
The digital negotiation support presents both potential and limitations. Electronic systems can aid preparation and analysis, but often face skepticism in implementation. Virtual training and simulations are viewed critically, as they often fail to fully capture the complexity of real-world negotiations. Therefore, the importance of face-to-face negotiations and hybrid approaches remains high. Negotiation support helps leverage the benefits of digital negotiation support while considering the importance of personal interaction. The Negotiation Academy Potsdam has published a report on this: How do German managers negotiate post-pandemic?.
The future of negotiation support is characterized by continuous education and specialization, the importance of team negotiations and interdisciplinary collaboration, as well as the rising costs of negotiations and the need for efficient strategies. In the future, negotiation support will focus even more on the integration of artificial intelligence and data-driven analyses to achieve sustainable and value-oriented negotiation outcomes. Trends and developments indicate that negotiation support is becoming increasingly essential to succeed in complex negotiation scenarios.
Continuous education and specialization are crucial to keep pace with changing conditions and requirements. Negotiation support must adapt to the specific needs of companies and industries and offer innovative solutions. The importance of team negotiations and interdisciplinary collaboration is growing as negotiations become more complex and the interests of the various parties more diverse. Negotiation support helps promote teamwork and integrate different perspectives.
The rising costs of negotiations and the need for efficient strategies require professional negotiation support tailored to the specific needs of companies. The integration of artificial intelligence and data-driven analyses offers the possibility to automate processes and make data-driven decisions. Focusing on sustainable and value-oriented negotiation outcomes ensures that negotiations are successful in the long term and create added value for all parties involved. Would you like to optimize your negotiation strategy and achieve better results? Contact us today to learn more about our professional negotiation support and how we can help you achieve your goals.
The Bundesamt für Gesundheit provides information on neutrality and independence in the healthcare system.
The Universität Graz offers a publication on psychosocial aspects in negotiations.
What is negotiation support and why is it important in healthcare?
Negotiation support encompasses professional assistance and advice during negotiations, particularly within the complex German healthcare system. It is crucial to balance out information asymmetries, achieve optimal reimbursement prices, and secure fair contract terms.
What advantages does the integration of the Harvard concept and systemic consulting offer?
The integration of the Harvard concept (fact-based reasoning) and systemic consulting (considering the overall context) allows for the development of win-win situations, the building of long-term relationships, and the achievement of sustainable solutions.
What is a value-based pricing rationale and why is it crucial for market access?
A value-based pricing rationale justifies the reimbursement price through evidence-based reasoning and considers the medical added value as well as cost efficiency. It is crucial for successful market access and securing reimbursement prices.
How do realistic simulations prepare for negotiations?
Realistic simulations enable the testing of negotiation tactics and techniques in a protected environment, the analysis of various scenarios, and the development of strategies for managing conflict situations.
What support does SKC offer in GKV-SV price negotiations and arbitration?
SKC offers comprehensive assistance in the AMNOG process, support during arbitration proceedings, and advice on various issues and negotiation situations across different indication areas.
What are pay-for-performance concepts and how can they enhance negotiation success?
Pay-for-performance concepts are innovative contract models where remuneration is tied to the actual success of the treatment. They can enhance negotiation success, particularly for gene therapies and ATMPs.
What role does arbitration support play in conflict cases?
Professional arbitration support ensures fair outcomes in conflict cases and includes support during arbitration proceedings, benefit/risk analysis, precedence analyses, and application development.
How do psychosocial factors and digital tools optimize negotiations?
Psychosocial factors such as emotional intelligence and systemic thinking as well as the integration of digital negotiation support optimize negotiations and lead to better outcomes.
