Sihai network

The purpose of bargaining for medical insurance

Original title: medical insurance responds to soul bargaining

4hw.com.cn 5.62 Yuan & rarr; 4.72 Yuan & rarr; 4.62 Yuan & rarr; 4.50 Yuan & rarr; 4.40 Yuan & rarr; pharmaceutical enterprises finally agreed to trade at the world's lowest price of 4.36 yuan!

Recently, a video of "soul bargaining" by health care experts has been widely spread. On the scene of this year's national medical insurance drug access negotiation, medical insurance expert Xu Wei cut the 'benchmark' dagglijing tablets for the treatment of type 2 diabetes from '5.62 Yuan' to '4.36 Yuan', which won praise from numerous netizens. Recently, Xu Wei restored many details of the medical insurance negotiation to "face to face" reporters.

Hacksaw began to take the initiative with rich experience

The negotiation started on November 11 and lasted for three days. What was called 'soul bargaining' appeared in the morning of the third day. Enter the negotiation room, and decide which negotiation room the negotiation team will enter by drawing lots on site. After that, the negotiation team can get the information.

On the morning of November 13, the medical insurance expert group headed by Xu Wei negotiated the drug for the first time, which was dagglijing tablets, a specific drug for the treatment of type 2 diabetes. The first price quoted by pharmaceutical enterprises was 5.62 yuan.

Reporter: How did you feel about the first offer?

Xu Wei: experienced enterprises' first round quotation and second round quotation go down step by step, so the first round will definitely not show their last card, and this price is still far from our reserve price. We gave them some hints.

Reporter: why give them tips?

Xu Wei: because the requirement is within 15% of the base price, it is possible to continue the negotiation. If the second quotation is not within the scope specified by me, the enterprise will be directly out of the game.

After the prompt, the representatives of pharmaceutical enterprises adjusted the quotation scheme on the spot and gave the second round of quotation, which was 4.72 yuan per 10 mg. The offer met the criteria for further negotiations.

The two sides of the negotiation had no expression when they observed each other

Negotiation, to a large extent, is a psychological game between the two sides. On the one hand, enterprises do not know the expected payment price of the medical insurance bureau, so they should be cautious about the quotation; on the other hand, the medical insurance experts can not disclose their "cards", but also try their best to guide the enterprises to quote the prices that meet the expectations. Therefore, in the negotiations, both sides are watching.

In the fourth round of quotation, representatives of pharmaceutical enterprises gave a price of 4.5 yuan.

Xu Wei: when they quoted 4.5 yuan, I found that they were watching us.

Reporter: what does observation mean?

Xu Wei: if they think that the price is already very difficult, they will not observe us very much. They may be very worried about it. And observation shows that this price is definitely not the lowest price after they authorized it.

Reporter: what was your expression at that time?

Xu Wei: I have no expression. Because if I have too much expression, I may give him a hint that the current price is within our reserve price. In this way, I have no room for further negotiation.

After giving 4.5 yuan, the representatives of pharmaceutical enterprises also took the sales price of the drug in South Korea as an example, saying that it was already the lowest price in the world. At this time, Xu Wei said: "now it is our whole country negotiating with you. '

Reporter: at that time, why did you say that?

Xu Wei: behind me is the country. It is the country that supports me. I will talk about this price, so I have more confidence. We should strive for a better price for the common people (65.300, - 2.01, - 2.99%).

"4.4 yuan, 4 too much, bad to hear, lower a little bit"

After the discussion, the representatives of pharmaceutical enterprises gave an offer of 4.4 yuan in the fifth round. At this time, Xu Wei had another round of "soul bargaining." there were so many '4' that the Chinese people found it hard to hear. Let's cut another 4 cents, 4.36, OK? "

Xu Wei: at that time, I blurted out that it was 4.36 yuan. To tell you the truth, at the beginning, I wanted to return two points. I wanted to make an 8. Later, I thought about 6 points first, so I reduced 4 points. I think the enterprise is more straightforward, and we will succeed.

In the face of disease, we and enterprises are allies

After the haggard negotiation, Xu Wei was also asked whether he really needed to make a one point counter-offer. Xu Wei has calculated that there are more than 100 million diabetic patients in China. If 10% of the patients use this medicine, if the price of the drug is reduced by one cent, our country can save 100000 yuan a day and 36 million yuan a year, so we should not underestimate this money.

It is beneficial to the common people, which is the most intuitive effect of reducing the drug price. But in Xu Wei's opinion, this is actually a "four win" thing

The medical insurance fund can be balanced;

This price is certainly acceptable to enterprises. At the same time, their drugs can enter the domestic market at the first time, which is also good for their development;

People can use good medicine;

After these drugs are included in medical insurance, hospitals have more choices.

In the negotiation, Xu Wei often stressed with the enterprise: you give us the most favorable price, but don't violate some interests of your enterprise. Because, in the face of disease, he and enterprises are not negotiating opponents, but allies.

More and more good drugs are paid by medical insurance

In the three-day negotiation, 97 of the 150 drugs were successfully negotiated, with an average price drop of more than 60%. This will directly reduce the burden level of patients using these drugs to less than 20% of the original level, and even lower than 5% of individual drugs. As one of the experts participating in the negotiation, Xu Wei is pleased with the outcome of such negotiations.

Xu Wei: I have participated in the three negotiations on the admittance of medical insurance drugs. Compared with last year, the coverage of this negotiation is wider than that of the last one. In this negotiation, we not only covered some anti-cancer drugs, but also some drugs for rare diseases and some drugs for children. This also reflects the country's original intention to put more good drugs into the medical insurance payment.