Build a value-based or reference pricing model appropriate to a specific product and market.
Healthcare & Pharmaceutical Management
Pharmaceutical Pricing Negotiation with Payers and Health Systems
Develop the negotiation, evidence and pricing skills needed to secure and defend pharmaceutical prices with payers, tendering authorities and health systems across multiple markets.
🗓️Duration5 training days
📚Content4 modules · 8 sessions
🎓On completionAccredited attendance certificate
About the programme
Course Overview
A launch price is rarely the price a product ends up being paid: rebates, confidential discounts, tender outcomes and international reference pricing corridors all move the final number, often years after launch. This course treats pricing as a negotiation discipline rather than a one-off calculation. Participants build value-based and reference pricing models, assemble the cost-effectiveness and budget impact evidence a payer negotiation depends on, and map the stakeholders and decision criteria behind a national pricing authority or hospital procurement committee. Sessions on negotiation practice cover planning a walk-away position, structuring rebates and confidential discounts, and reading the signals a payer sends during a live negotiation. The programme also addresses tender design and response, and the international reference pricing corridors that make a single country's price decision a global one. The final module looks at what happens after the deal closes: managing contract compliance, monitoring triggers for renegotiation, and protecting price integrity as new competitors and evidence emerge.
Expected Learning Outcomes
Assemble cost-effectiveness and budget impact evidence that withstands payer scrutiny.
Map payer and health system stakeholders to identify who influences a pricing decision.
Plan a negotiation position, including a walk-away point, before entering payer discussions.
Structure rebates and confidential discounts that protect list price while meeting payer demands.
Design a tender response that balances competitive pricing against supply and margin risk.
Manage international reference pricing corridors when sequencing launches across markets.
Who Should Attend
Pricing and market access managers leading payer and health system negotiations.
Health economics and outcomes research staff preparing value evidence for negotiation.
Government affairs professionals engaging national pricing and reimbursement authorities.
Commercial leaders responsible for launch sequencing across multiple pricing corridors.
Contract and tender specialists responding to hospital and national procurement processes.
Finance professionals modelling the revenue impact of pricing and rebate structures.
Course Modules
Select any module to see its sessions and points.
01Pricing Strategy Foundations and Value Evidence
2 sessions · 8 points
Session 1Value-Based and Reference Pricing Models
- Compare value-based, cost-plus and international reference pricing approaches for a new product.
- Assess how a national pricing authority's methodology shapes an achievable launch price.
- Model the effect of a chosen list price on downstream reference pricing in linked markets.
- Set a pricing corridor that protects value across a product's target markets.
Session 2Building the Economic Evidence Base for Negotiation
- Build a cost-effectiveness case that expresses value in terms a payer's methodology accepts.
- Construct a budget impact model that projects affordability from the payer's perspective.
- Identify the comparator and outcome measures a health technology assessment body will expect.
- Prepare sensitivity analysis that anticipates a payer's likely challenges to the evidence.
02Payer and Health System Negotiation Practice
2 sessions · 8 points
Session 1Negotiation Planning and Stakeholder Mapping
- Map the committee members, advisers and influencers involved in a pricing decision.
- Set negotiation objectives that separate must-have terms from points open to trade-off.
- Anticipate payer objections and prepare evidence-based responses in advance of the meeting.
- Plan a negotiation timeline that aligns internal approval steps with payer decision cycles.
Session 2Negotiation Tactics, Rebates and Confidential Discounts
- Practise negotiation tactics for opening positions, concessions and closing a pricing agreement.
- Structure a confidential discount that meets payer needs while preserving international list price.
- Design a volume-based rebate that aligns payer and manufacturer incentives over time.
- Read behavioural and procedural signals that indicate a payer's true negotiating position.
03Tendering and Multi-Country Pricing Strategy
2 sessions · 8 points
Session 1Tender Design and Response Strategy
- Analyse a tender's evaluation criteria to identify where price and non-price factors are weighted.
- Prepare a tender response that demonstrates supply security alongside a competitive price.
- Assess the risk of tender-driven price erosion on a product's broader pricing strategy.
- Decide when to compete aggressively on price and when to protect margin in a tender.
Session 2International Reference Pricing and Launch Sequencing
- Sequence country launches to manage the effect of reference pricing on the overall price corridor.
- Identify low-price markets whose published price could undermine negotiations elsewhere.
- Coordinate global and local pricing teams so committed prices remain consistent across regions.
- Model the long-term price erosion risk created by an unfavourable early reference price.
04Sustaining Access After the Deal
2 sessions · 8 points
Session 1Managed Access Agreements and Contract Compliance
- Draft contract terms that specify data collection, reporting and compliance obligations clearly.
- Monitor rebate and volume commitments to confirm both parties meet agreed contract terms.
- Track evidence generation commitments tied to a managed access or outcomes-based agreement.
- Resolve disputes over contract interpretation before they escalate into renegotiation demands.
Session 2Post-Deal Monitoring and Renegotiation Triggers
- Set indicators that trigger a scheduled review of price or contract terms after launch.
- Assess how new competitor entry or clinical evidence should change a pricing negotiation stance.
- Prepare a renegotiation strategy that protects value when a payer requests a lower price.
- Review negotiation outcomes after each cycle to refine the approach for future products.
What the participant receives
4 course modules
A structured syllabus
8 training sessions
across 5 days
32 detailed points
Applied, detailed content
Accredited attendance certificate
On completing the programme
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