# Negotiation * **Definition:** A process where parties engage in discussions with the intention of reaching a mutually beneficial agreement, often involving the terms of contracts, employment, or healthcare services. * **Taxonomy:** CTO Topics / Negotiation ## News * Selected news on the topic of **Negotiation**, for healthcare technology leaders * 15.3K news items are in the system for this topic * Posts have been filtered for tech and healthcare-related keywords | Date | Title | Source | | --- | --- | --- | | 5/2/2025 | [**Trump Executive Order Addressing `Pill Penalty' In Drug Pricing Law Faces Uphill Battle**](https://www.forbes.com/sites/joshuacohen/2025/05/02/trump-executive-order-addressing-pill-penalty-in-drug-pricing-law-faces-uphill-battle/) | [[Forbes]] | | 4/16/2025 | [**Trump throws pharma 'bread crumb' concession with call to end IRA pill penalty**](https://www.fiercepharma.com/pharma/trumps-move-end-ira-pill-penalty-lauded-industry-watchers-lawmakers-patient-groups-raise) | [[FiercePharma]] | | 4/16/2025 | [**Trump's Executive Order on Prescription Drug Costs Delivers a Win for Pharma Companies**](https://medcitynews.com/2025/04/trump-drug-costs-pharma/) | [[MedCity News]] | | 4/13/2025 | [**Learning Negotiation Skills Via Generative AI - Forbes**](https://www.forbes.com/sites/lanceeliot/2025/04/13/learning-negotiation-skills-via-generative-ai/) | [[Forbes]] | | 3/24/2025 | [**State AG directs mediated negotiations between U. of Minnesota, Essentia Health, Fairview ...**](https://www.fiercehealthcare.com/providers/minn-ag-directs-mediated-negotiations-between-u-minnesota-essentia-health-fairview-health) | [[FierceHealthcare]] | | 3/17/2025 | [**Supply & Demand Chain Executive names Chad Mulligan a 2025 Pro to Know**](https://finance.yahoo.com/news/supply-demand-chain-executive-names-121100387.html) | [[Yahoo Finance]] | | 3/17/2025 | [**Supply & Demand Chain Executive names Chad Mulligan a 2025 Pro to Know**](https://www.prnewswire.com/news-releases/supply--demand-chain-executive-names-chad-mulligan-a-2025-pro-to-know-302402642.html) | [[PR Newswire]] | | 3/4/2025 | [**900 Northwell hospital nurses to strike**](https://www.beckershospitalreview.com/hr/900-northwell-hospital-nurses-to-strike.html) | [[Beckers Hospital Review]] | | 3/4/2025 | [**3 phrases no one should ever say in a negotiation**](https://www.fastcompany.com/91286756/3-phrases-no-one-should-ever-say-in-a-negotiation) | [[Fast Company]] | | 2/14/2025 | [**Mintz IRA Update - The Future of the Medicare Drug Price Negotiation Program**](https://www.jdsupra.com/legalnews/mintz-ira-update-the-future-of-the-6664643/) | [[JD Supra]] | | 2/9/2025 | [**How Medicare Says It Arrives At `Fair' Prescription Drug Prices**](https://www.forbes.com/sites/joshuacohen/2025/02/09/how-medicare-says-it-arrives-at-fair-prescription-drug-prices/) | [[Forbes]] | | 1/30/2025 | [**Trump's CMS signals flexibility on drug price negotiation - Fierce Healthcare**](https://www.fiercehealthcare.com/regulatory/trumps-cms-signals-flexibility-medicare-drug-price-negotiation-sparking-new-questions) | [[FierceHealthcare]] | | 1/20/2025 | [**How Healthcare Leaders Reacted to the 15 Additional Drugs Selected for Medicare Negotiation Program**](https://medcitynews.com/2025/01/medicare-drug-prices-negotiation/) | [[MedCity News]] | | 1/17/2025 | [**Ozempic/Wegovy and 14 Other Drugs Selected for Medicare Price Negotiation**](https://www.medpagetoday.com/publichealthpolicy/medicare/113822) | [[Medpage Today]] | | 1/17/2025 | [**Next Round of Medicare Drug Price Negotiations to Include Semaglutide**](https://www.ajmc.com/view/next-round-of-medicare-drug-price-negotiations-to-include-semaglutide) | [[AJMC]] | | 1/17/2025 | [**Medicare announces 15 new drugs chosen for price negotiations, including popular weight ...**](https://www.yahoo.com/news/medicare-announces-15-drugs-chosen-193405671.html) | [[Yahoo]] | | 1/16/2025 | [**Biden administration picks 15 more drugs for Medicare negotiation**](https://thehill.com/homenews/5090719-biden-administration-picks-15-more-drugs-for-medicare-negotiation/) | [[The Hill]] | | 12/13/2024 | [**What inclusive leadership means to this AdventHealth market CEO**](https://www.beckershospitalreview.com/hospital-management-administration/what-inclusive-leadership-means-to-this-adventhealth-market-ceo.html) | [[Beckers Hospital Review]] | | 12/12/2024 | [**GLP-1 barriers begin to break down**](https://www.beckershospitalreview.com/glp-1s/glp-1-barriers-begin-to-break-down.html) | [[Beckers Hospital Review]] | | 11/13/2024 | [**RED BEAR Negotiation Named a Selling Power 2024 Top Virtual Training Company**](https://www.prnewswire.com/news-releases/red-bear-negotiation-named-a-selling-power-2024-top-virtual-training-company-302302972.html) | [[PR Newswire]] | | 10/10/2024 | [**Robust Evidence Synthesis To Support Transparent Medicare Drug Price Negotiation**](https://www.healthaffairs.org/content/forefront/robust-evidence-synthesis-support-transparent-medicare-drug-price-negotiation) | [[Health Affairs]] | | 9/30/2024 | [**5 mistakes you might be making in a negotiation**](https://www.fastcompany.com/91199120/negotiation-mistakes) | [[Fast Company]] | | 9/12/2024 | [**Financial Viability: Diversifying Revenue and Improving Payer Negotiations**](https://www.beckershospitalreview.com/strategy/financial-viability-diversifying-revenue-and-improving-payer-negotiations.html) | [[Beckers Hospital Review]] | | 8/20/2024 | [**IRA Drug Price Negotiation Savings Dominated by 3 Medications**](https://www.ajmc.com/view/ira-drug-price-negotiation-savings-dominated-by-3-medications) | [[AJMC]] | | 8/13/2024 | [**IRA price ne­go­ti­a­tion re­sults to be re­leased Thurs­day - re­port**](https://endpts.com/ira-price-negotiation-results-to-be-released-thursday-report/) | endpts.com | ## Topic Overview (Some LLM-derived content — please confirm with above primary sources) ### Key Players - **RED BEAR Negotiation**: A training company recognized for its negotiation training methodologies, helping clients achieve sales goals. - **Pharmaceutical Companies**: Key stakeholders in the negotiation process, whose pricing strategies and responses to negotiations will significantly impact drug availability and pricing. - **Guhan Subramanian**: Chair of the Program on Negotiation at Harvard Law School, emphasizing the importance of negotiation skills in a changing business environment. - **Beroe Inc.**: A procurement decision intelligence leader that acquired nnamu GmbH to enhance negotiation technology. - **Chad Mulligan**: CEO and Founder of RED BEAR Negotiation, recognized for contributions to procurement leadership and negotiation training. - **Centers for Medicare and Medicaid Services (CMS)**: Government agency overseeing Medicare drug price negotiations. - **Prime Healthcare**: A healthcare provider involved in labor negotiations with nurses at Lower Bucks Hospital. - **Scripps Health**: A healthcare provider negotiating with Anthem Blue Cross to finalize contract terms before expiration. - **Pharmacy Benefit Managers (PBMs)**: Entities that significantly impact drug pricing and access, involved in negotiations and discussions about transparency and value-based care. - **Centers for Medicare & Medicaid Services (CMS)**: The U.S. agency involved in drug price negotiations under the Inflation Reduction Act. - **SlicedHealth**: Partnering with PayrHealth to enhance contract negotiation capabilities for rural and community hospitals. - **Pharmaceutical Research and Manufacturers of America**: A trade association representing the pharmaceutical industry, opposing price negotiations due to concerns about innovation and competition. - **CMS**: Centers for Medicare and Medicaid Services, involved in drug price negotiations and healthcare pricing transparency. - **Couch & Associates**: A marketing technology consulting firm that emphasizes the importance of integrating marketing technology during M&A negotiations to ensure accurate valuations and successful outcomes. - **Cigna**: A global health service company involved in negotiations with healthcare providers and payers. ### Partnerships and Collaborations - **RED BEAR Negotiation**: Collaborates with influential organizations to provide negotiation training that yields significant returns on investment. - **Harvard PON**: Offers executive education programs in negotiation, collaborating with experts from Harvard and MIT to equip professionals with essential negotiation skills. - **Beroe Inc. and nnamu GmbH**: Acquisition aimed at integrating negotiation technology to improve procurement outcomes. - **Contract Diagnostics**: A consultancy that assists healthcare professionals in negotiating better compensation and contract terms, showcasing the role of specialized firms in healthcare negotiations. - **PayrHealth and SlicedHealth**: Collaboration to provide advanced contract modeling tools for better negotiation outcomes. - **Biden and Sanders Collaboration**: A partnership aimed at enhancing the federal government's ability to negotiate drug prices directly with pharmaceutical companies. - **UnitedHealthcare and UF Health**: Ongoing contract negotiations that could affect patient coverage, highlighting the importance of negotiations in healthcare provider relationships. - **WHO Global Agreement Negotiations**: Ongoing discussions among member countries to create a global accord on pandemic prevention and response. - **Department of Health and Human Services and CMS**: Collaborating to implement the Medicare Drug Price Negotiation Program under the Inflation Reduction Act. - **Rock Tech and Industry Stakeholders**: Rock Tech aims to negotiate partnerships with U.S., EU, and Japanese stakeholders during industry conferences. - **MedCana and Australian Pharmaceutical Firm**: Negotiating a supply agreement projected to generate significant annual revenues. - **Lower Bucks Hospital and PASNAP**: Collaboration resulted in a new three-year labor contract for nurses, addressing staffing and pay. - **Florida Blue and Baptist Health**: Engaged in negotiations causing local concerns over potential conflicts of interest. - **Prime Medicine Inc. and Bristol Myers Squibb**: Entered into a research collaboration and license agreement, highlighting strategic partnerships in the biopharma sector. - **Cigna and HCA Houston Healthcare**: Extended their contract amid ongoing negotiations to avoid disruption in care access for Cigna members. - **PurpleLab and Payerset**: Strategic partnership to launch a price intelligence solution for healthcare pricing transparency. - **CareSource and Common Ground Healthcare Cooperative**: Acquisition aimed at strengthening healthcare services and expanding access. - **Eli Lilly and Ro**: Partnership to enhance access to Zepbound prescriptions through telehealth. - **Ventyx and Sanofi**: Sanofi's investment in Ventyx includes exclusive rights of first negotiation for VTX3232, a treatment for cardiovascular diseases. - **Optic and Vindur Tx**: Partnering to utilize generative AI for discovering novel kinase inhibitors aimed at improving cancer treatments. ### Innovations, Trends, and Initiatives - **Focus on Value-Based Pricing**: The negotiation process emphasizes transparency and ties pricing to the clinical value of drugs, potentially incentivizing pharmaceutical companies to prioritize innovation. - **Generative AI**: Utilized to enhance negotiation skills by providing structured learning and real-time practice scenarios, improving user confidence and competence. - **AI in Negotiation**: Beroe's acquisition of nnamu GmbH introduces AI-driven negotiation technology to improve procurement efficiency. - **Medicare Drug Price Negotiation Program**: Introduced by the Biden administration, allowing the federal government to negotiate prices for high-cost drugs, with implications for healthcare costs. - **CMS Drug Price Negotiation Program**: A program initiated to lower the cost of lifesaving drugs through negotiation, with the second round of negotiations set to begin in early 2025. - **Inflation Reduction Act's Drug Price Negotiation Program**: A landmark initiative allowing Medicare to negotiate drug prices, expected to yield significant savings for beneficiaries and the Medicare program. - **Market Rate Analysis Models**: Tools helping healthcare leaders understand reimbursement rates for effective negotiations. - **WHO Pandemic Agreement Negotiations**: Efforts to establish a global agreement to protect against future pandemics, emphasizing collaboration among member states. - **Healthcare Pricing Transparency**: Emerging trends focus on integrating data analytics to enhance pricing strategies and negotiations. - **Market Data Utilization**: ASC leaders are advised to purchase market data for transparency and to optimize financial operations during negotiations. - **Inflation Reduction Act**: Legislation allowing Medicare to negotiate drug prices, significantly impacting the U.S. healthcare ecosystem. - **Telehealth Legislation**: Ongoing negotiations in Congress to extend telehealth flexibilities established during the pandemic. - **Telehealth Flexibilities**: Ongoing negotiations in Congress to maintain telehealth provisions established during the COVID-19 pandemic. - **E-Procurement Platforms**: Adoption driven by the need for efficiency and cost savings, integrating AI and data analytics to enhance procurement processes. ### Challenges and Concerns - **Negotiation Stress in Physicians**: Many physicians, particularly women, find negotiation stressful due to training that emphasizes service over self-advocacy. - **Negotiation Power Dynamics**: The potential imbalance in negotiation power between the federal government and pharmaceutical companies, raising concerns about the sustainability of drug pricing and availability. - **Negotiation Risks**: MedCana's negotiations involve risks and uncertainties that may affect anticipated outcomes. - **Transparency in Negotiations**: Pharmaceutical companies criticize the price-setting process for lacking transparency and objectivity. - **Medicare Drug Price Negotiation Changes**: Proposed changes to negotiation timelines could lead to increased drug prices for patients and concerns over the impact on innovation in drug development. - **Payer Denials and Prior Authorization**: Identified as significant stressors for revenue cycle management executives, necessitating strategic negotiation practices. - **Impact of Drug Price Negotiations**: Concerns from pharmaceutical companies that negotiations could stifle innovation and lead to fewer new drug developments. - **Negotiation Resistance from Pharmaceutical Companies**: Many drug manufacturers are opposing the Medicare drug price negotiations, arguing it could hinder innovation and lead to punitive measures for non-compliance. - **Anthem and Scripps Negotiation Uncertainty**: Concerns from patients about losing access to healthcare providers due to ongoing contract negotiations. - **Impact on Pharmaceutical Innovation**: Concerns that the price negotiation provisions may discourage new drug development, potentially leading to fewer new drugs entering the market. - **Impact on Innovation**: Critics argue that price negotiations could hinder pharmaceutical innovation and disrupt the balance between affordability and the development of new treatments. - **Drug Pricing and Innovation**: Concerns that government price negotiations could negatively impact pharmaceutical innovation, as highlighted by industry executives. - **Healthcare Providers' Disadvantage**: Providers face inflationary pressures affecting their negotiation power with payors. - **Legal Challenges to Drug Price Negotiations**: Pharmaceutical companies have filed lawsuits against CMS regarding the legality of drug price negotiations under the Inflation Reduction Act. - **Drug Pricing Uncertainty**: Concerns over the impact of political changes on drug price negotiations and the future of the Medicare Drug Price Negotiation Program. - **Labor Negotiations**: Ongoing disputes and potential strikes at various healthcare facilities highlight challenges in achieving fair labor agreements. - **Legal Challenges**: Pharmaceutical companies, including Teva, have filed lawsuits against the negotiation program, claiming it disrupts competition and undermines their ability to operate effectively. - **Novo Nordisk's Legal Contest**: Challenges regarding the legality of CMS's decision to group insulin products for price negotiations. - **Staffing and Retention Issues**: Healthcare organizations are struggling to recruit and retain staff amid ongoing negotiations for better pay and working conditions. - **Financial Viability of Pharmacies**: Independent pharmacies express concerns about the financial impact of the negotiation program, with many considering not stocking certain drugs due to reimbursement challenges. ## Related Topics [[Negotiations]]; [[Contract Negotiation]]