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 performance claims, and consider how choices made in one account may ripple across an interconnected industry.
The simulation gives instructors a focused way to raise questions about substitution risk, ambiguous terms, loyalty dynamics, and how quickly a stable partnership can shift once a new entrant alters the competitive frame.