商品描述
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: I ran dozens of negotiations with health authorities and payors in Italy, France, Spain, Portugal, Germany and England, and the implementation of concepts developed by the authors such as (...) made it possible to radically change the dynamic of those negotiations, unlocking many complex reimbursement discussions and bringing innovative health solutions to patients across Europe. - Valentino Confalone, Presidente Novartis Italia A must-read for anyone seeking to better understand the complexities of healthcare systems and the multiple perspectives present. On a foundation of win-win negotiation excellence the authors are leading us through dilemmas and trade-offs before finally leaving us equipped and inspired to collaboratively drive greater value in healthcare. - Caroline Kaas Kristiansen, Head of Global Market Access Network & Excellence at Novo Nordisk This book offers valuable guidance for navigating this minefield. Through systematic analysis and practical approaches, it charts a path toward a common goal: enabling access to meaningful innovation that improves medical diagnosis and therapy, while preserving a profitable environment capable of delivering the medicines we need. Such guidance is both timely and essential. - From the foreword by Dr Otmar Kloiber, Secretary General of the World Medical Association This is a crucial resource for those engaged in pharmaceutical negotiations, providing a comprehensive view that reflects the complexity and significance of the process.(...). Highly recommended! - Catarina Costa, Market Access and Public Affairs Professional at Novo Nordisk, formerly Pharmaceutical Technician at INFARMED (the Portuguese Medicine Agency) I really enjoyed this book. (...) It explained the challenges behind government and biopharma, and also the challenges in P&R negotiation. (...) In the execution level, this book even gives some vivid step-by-step examples on how to do a P&R negotiation. (...) It gave me another angle to understand this toughest type of negotiation. - Jessie Sijing Xiong, Strategy and Investment Director of WuXi Biologics Pharma, Prices and Power is a must-read and a very meaningful and insightful contribution to helping stakeholders find better ways of working together. (...) The authors share great insights about the role that negotiations can play in navigating complex sets of incentives in healthcare and in identifying innovative ways to share information and interact differently to improve health value creation. - Stephen Chick, Professor and Academic Director, INSEAD Healthcare Management Initiative The analyses made by the authors are intriguing and fundamental for us to have better days in health systems. (...) Like me, everyone who reads this book will be delighted and will get to know this pharmaceutical market even more. Congratulations to the authors, and thank you very much for providing us with this excellent masterpiece. - Florentino Cardoso, Oncological Surgeon and President of the Brazilian Medical Association (2011-2017)
商品描述(中文翻譯)
這本書從談判的角度探討醫療保健。它揭開了定價和報銷（P&R）談判的隱藏面紗，顯示出這些談判對全球醫療系統的巨大影響，以及如何能夠徹底改善這些情況。作者提供了一個全面且獨特的基於談判的全球醫療系統分析，突顯了塑造P&R談判的歷史、結構和倫理挑戰。從政府和健康保險公司的角色到醫療提供者與使用者之間的複雜動態，作者檢視了驅動醫療成本和可及性的力量。結合理論專業知識和實踐經驗，作者提出了一種以價值為導向的談判範式轉變。他們展示了如何擺脫對抗性的贏-輸策略，轉向協作和透明的談判。
對於這本書的讚譽：
「我在意大利、法國、西班牙、葡萄牙、德國和英國與健康當局和支付者進行了數十次談判，作者所提出的概念如(...)使得這些談判的動態發生了根本性的變化，解鎖了許多複雜的報銷討論，並為整個歐洲的患者帶來了創新的健康解決方案。」
- Valentino Confalone，Novartis Italia總裁
「這是任何希望更好理解醫療系統複雜性及其多重視角的人必讀之作。在贏-贏談判卓越的基礎上，作者引導我們穿越困境和取捨，最終讓我們具備能力和靈感，共同推動醫療中的更大價值。」
- Caroline Kaas Kristiansen，Novo Nordisk全球市場准入網絡及卓越部門負責人
「這本書為在這個雷區中導航提供了寶貴的指導。通過系統分析和實用方法，它為實現共同目標鋪平了道路：促進有意義的創新，改善醫療診斷和治療，同時保持能夠提供我們所需藥物的盈利環境。這樣的指導既及時又必要。」
- 來自世界醫學協會秘書長Dr. Otmar Kloiber的前言
「這是從事藥品談判者的重要資源，提供了反映過程複雜性和重要性的全面視角。（...）強烈推薦！」
- Catarina Costa，Novo Nordisk市場准入及公共事務專業人士，曾任葡萄牙藥品管理局（INFARMED）藥劑師
「我非常喜歡這本書。（...）它解釋了政府和生物製藥背後的挑戰，以及P&R談判中的挑戰。（...）在執行層面，這本書甚至提供了一些生動的逐步示例，說明如何進行P&R談判。（...）它讓我從另一個角度理解這種最艱難的談判。」
- Jessie Sijing Xiong，WuXi Biologics策略與投資總監
「《藥品、價格與權力》是必讀之作，對於幫助利益相關者找到更好的合作方式具有非常重要和深刻的貢獻。（...）作者分享了關於談判在導航醫療保健中複雜激勵結構的角色，以及識別創新方式來分享信息和以不同方式互動以改善健康價值創造的寶貴見解。」
- Stephen Chick，INSEAD醫療管理計畫教授及學術主任
「作者的分析引人入勝，對於我們在健康系統中擁有更美好的未來至關重要。（...）像我一樣，所有閱讀這本書的人都會感到高興，並會更加了解這個藥品市場。恭喜作者，並非常感謝您為我們提供這部優秀的作品。」
- Florentino Cardoso，腫瘤外科醫生及巴西醫學協會（2011-2017）會長
作者簡介
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.
作者簡介(中文翻譯)
霍拉西奧·法爾卡奧（Horacio Falcão）創作了《價值談判：如何最終達成雙贏》（Value Negotiation: How to Finally Get the Win-Win Right）。霍拉西奧在INSEAD獲得了21次最佳選修教授獎，並共同創立了價值談判（Value Negotiation，談判顧問）、VN Tech（談判SaaS）、Qinect（談判中的人工智慧）以及INSEAD談判與衝突管理合作組織。
羅德里戈·戈維亞（Rodrigo Gouveia）是價值談判的合夥人，並作為訪問教授在INSEAD教授談判。自2013年以來，羅德里戈已經幫助策劃和支持了超過12種藥品在25個國家的談判，並向超過500名製藥行業人士教授市場准入雙贏談判。
艾爾維·拉馬克（Hervé Lamarque）是一位經驗豐富的生物製藥高管，曾在包括阿斯特捷利康（AstraZeneca）、百時美施貴寶（Bristol Myers Squibb）和英賽特生物科學（Incyte Biosciences）等公司擔任領導職位。他在定價和市場准入策略方面擁有專業知識。在過去20年中，艾爾維主導或參與了超過20種藥品的市場准入和定價談判，並在全球25個國家進行了超過250次的談判。
