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Business negotiation in China can be very a frustrating exercise for western business executives. The Chinese business c

According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product

ulture and deliberate style of negotiation is vastly different from the more direct western approach.It is easy to lose

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

perspective and patience and ultimately fail in reaching the desired agreement.

European and American business men and

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

omen are accustomed to a straight-forward style of negotiation. Both parties generally agree on the objectives and attem

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

pt to take a direct path to reach those goals in the shortest time possible.

Business negotiations in China require a m

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

ch more patient approach. The Chinese culture makes the people suspicious of strangers, both Chinese and foreign, but es

ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc

pecially foreign business men and women. The initial meetings in any negotiating session in China may seem to be going n

easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi

where, but this time is required for establishing relationships and, ultimately, the trust of the Chinese participants.

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

Personal relationships are the key to business success in China.

The final decision maker in a Chinese company is the

and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ

an at the top. He will get involved in issues at a level lower than most western CEO's would ever consider. Unless deali

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

ng with a small company in China, with an owner/manager, the decision maker usually will not participate in any negotiat

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

ing sessions. Final positions of the Chinese side on any proposal will be reached at private meetings and then returned

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

o the negotiating table later. Hence, the term "we"ll consider it" will be heard frequently and means "we must talk to t

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

he boss."

There are several cardinal rules in negotiating in China:

* Don't say or do anything to embarass the Chinese

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

participants and cause them to lose "face."

* Don't point your finger or any sharp object such as a pen or pencil at an

t?

As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel

yone.

* Don't lose your temper and raise your voice.

* The lead Chinese negotiator gains "face" from his boss if he wi

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

s the negotiation. Structure your negotiating position to help him do so.

For additional information, please visit

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

target="_new" href="http://www.doingbusinesschina.com/">http://www.doingbusinesschina.com/

Successful business nego

.

As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de

iation in China requires patience and appreciation for the Chinese business and social cultures. The Chinese will not ad

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

apt to western ways soon and failure to understand and adopt their practices can doom an otherwise successful venture

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

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The wrong entertainment can ruin an event and, worse yet, project the wrong image about your organization. The right entertainment creates a positive buzz among participants and a favorable impression about your company or non-profit.

If you have a small cleaning business keeping your equipment in good working condition will save time and money. Following a few basic procedures will keep your equipment in tip top shape.

Whether in an open tender situation or presenting a proposal direct to a client, it is very unlikely that your submission is the only one. Equally, it is unlikely that your solution is the only possible solution. So learning to recognise options is critical to your success.

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