CHIEF OF PSYCHIATRY

You are the Chief of Psychiatry at Boston University. You recently learned about a consulting opportunity from a former student who is now the head of clinical trials at Drug Tech, a medium-sized pharmaceutical company. Drawing on your groundbreaking research, the scientists at Drug Tech have developed Excelsia, a new drug that significantly reduces the weight gain side effects of SSRIs. What a wonderful innovation! 

You also learned that Drug Tech's CEO wants to hire you to help market the drug as a “medical expert consultant.” The job, if you were to take it, would involve speaking to clinicians in the United States and Western Europe about the science behind Excelsia. You are uniquely qualified for this job. Noting your enthusiasm, Drug Tech's CEO directed the Chief of Marketing to meet with you today to negotiate the terms of the educational consultancy contract. 

You have identified four issues that you want to discuss during the negotiation: travel policy, hourly wage, spokesperson role, and the number of internal training days. Your negotiation is not complete until you reach an agreement on all four of these issues. As part of your negotiation preparation, you created a points schedule that reflects your preferences. Your goal is to reach an agreement that provides you with as many points as possible. 

THE MORE POINTS YOU EARN, THE BETTER YOUR AGREEMENT. 

As you go into the negotiation, your over-arching goal is to create a consulting contract that will secure your financial future. Although your research discoveries have helped thousands of people live healthier and more fulfilling lives, you never benefited financially from your research success. You believe that working for Drug Tech is your best opportunity to generate a financial windfall. 

However, if you cannot reach an agreement on terms, you have also been contacted by Pharmaco, another drug company, about another consulting opportunity. Pharmaco has also developed an SSRI with minimal weight gain, but their drug does not build as extensively on your research. You are confident that you could consult for Pharmaco if you are unable to reach a deal today. Pharmaco will offer you a deal worth 4,400 points.

Travel Policy

The travel policy describes how the medical expert consultant will travel to meet with clinicians targeted by Drug Tech's marketing department. You would like to travel as comfortably as possible.

Hourly Wage

The hourly wage is the dollar amount the consultant will bill Drug Tech for each hour of work. You would like to be paid a high, but still reasonable wage, approximately $600.00 per hour.

Spokesperson Role

The medical expert consultant could serve as the spokesperson for Excelsia in its advertising campaigns. You would like to be the spokesperson for the Excelsia advertising campaign.

The number of Internal Training Days

In addition to working with clinicians, the medical expert consultant will have to spend a specified number of days training the sales staff that makes the first contact with each clinician. Drug Tech will pay the expert medical consultant half their normal rate for training days. You would like to keep training days to a minimum.