Scenario Context: Medical (4 results)

This catalog presents negotiation simulations written by JN Reyt. Each scenario is designed for classroom teaching, skills training, or executive education, and highlights a specific set of structures, dynamics, or decision-making challenges.

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  • The New Player

    This negotiation unfolds within a long-standing relationship between a malpractice early-resolution vendor and a major health insurer. A lower-priced competitor has entered the market, a previously routine rebate has become uncertain, and both sides are working from a contract that leaves important expectations only partially defined. The discussion requires students to manage cost pressure, evaluate…

  • The Clinic

    This scenario centers on the sale of a long-standing women’s health clinic to a buyer who is unable to disclose their client’s long-term intentions. The seller is motivated by legacy concerns and hopes to place the clinic with someone who will preserve its role in the community. The buyer must work under strict confidentiality while…

  • Surgical Packs

    This exercise places a medical supplier and a surgical center network in a recurring annual price negotiation where both sides know the relevant numbers, the history, and the alternatives. The seller faces rising production costs and a pattern of past concessions that have eroded margins. The buyer is under pressure to reduce spending while continuing…

  • Three Doctors

    This simulation brings three physicians together to negotiate the structure of a shared clinic using a fully quantified, seven issue scoring system. Each doctor enters with different clinical needs, workflow patterns, and strategic priorities, which creates asymmetric point values and distinct reservation points across the issues. On the surface, many issues appear difficult to reconcile,…