Mock Negotiation workshops replicate real world situations, enabling participants to test and witness the impact of their strategies and tactics on their negotiation plans, prior to engaging in formal negotiations.
We select the mock negotiators panel from a pool of Health Industry experts (e.g. academics, ex payor’s managers, clinical pharmacists, practitioners etc). We then brief and help familiarize the panel of experts with the case on hand.
The panel meets with the negotiation team, that presents the value story and enters into discussions and negotiations. The meeting is video recorded, and feedback related to content and negotiating conduct is collected and used for the purpose of fine-tuning actual strategy and enriching and/or modifying the objections’ handler.