Pharma, Prices and Power

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