CHIEF MARKETING OFFICER
@ DRUG TECH

You are the Chief Marketing Officer at Drug Tech, a pharmaceutical company. Your company recently developed a drug that significantly reduces the weight gain side effects of commonly prescribed medicines for depression. You have developed an aggressive advertising and education strategy for the Excelsia roll-out. As part of the education campaign, you want to hire a consultant that can speak to clinicians convincingly about Excelsia's benefits. 

Your CEO believes that the Chief of Psychiatry at NYU is the perfect candidate for the educational consultancy. The Chief of Psychiatry mentored multiple members of your clinical trials team, is a renowned scholar on weight gain and anti-depressants and seems enthusiastic about Excelsia's potential benefits. You and the Chief of Psychiatry are meeting 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 an educational campaign that will provide long-term benefits for Drug Tech. The Chief of Psychiatry is your top choice for the educational consultancy position. However, if you cannot reach an agreement on terms, you have identified a second candidate for the job: Dr. Amy Middleton. Dr. Middleton is a research scientist who completed her postdoctoral training with the Chief of Psychiatry and consulted extensively during Excelsia's development. You are confident that you could hire Dr. Middleton if you are unable to reach a deal today. Dr. Middleton will agree to a deal worth 5,300 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 minimize travel costs and, instead, spend money on activities that will increase Excelsia's sales.

Hourly Wage

The hourly wage is the dollar amount the consultant will bill Drug Tech for each hour of work. You would like to keep the hourly wage at a somewhat reasonable level, approximately $400.00 per hour.

Spokesperson Role

The medical expert consultant could serve as the spokesperson for Excelsia in its advertising campaigns. You would prefer not to make the Chief of Psychiatry 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.