Advanced Executive Training


17 February 2020 – Athens, Divani Caravel


Registration and coffee

09:15-09:30 Introduction of participants and course leaders
Workshop objectives and expectations(Panos Kanavos, Aris Angelis, Mackenzie Mills, LSE)
09:30-11:15 A toolkit for assessing value in HTA and adaptation to the Greek context

This session provides an overview of how HTA is run specifically focusing on how to deal with and make judgements on the quality of both clinical and economic evidence presented and how to arrive at recommendations as part of the deliberative process. Will highlight the role and organizational implications for each section.

Assessment phase

  • Clinical evidence – efficacy, effectiveness, and safety
  • Economic evaluation and budget impact
  • Organizational considerations
  • Submission tips for manufacturers

Appraisal phase

  • Uncertainty of (clinical and economic) evidence
  • Restrictions in use
  • Relevance of other considerations

How to use HTA reports from other recognized agencies

  • Country examples – highlight key differences in agency reporting
  • Implications for Greece

(Panos Kanavos & Aris Angelis, LSE)


Coffee break

11:30-12:15 Principles of healthcare negotiation

Positional and collaborative negotiations – The Seven Elements Framework, including topics with relevant examples (in/outside of healthcare):

  • Negotiation as a competitive process (video and interactive discussion)
  • Creating and distributing value
  • Alternatives, Commitment and BATNAs
  • The ladder of inference
  • The Four Quadrants Framework

(Panos Kanavos, LSE)

12:15-13:00 Pharmaceutical budgeting and approaches to risk mitigation: relevance and implications for HTA and reimbursement

Medicines budgets can be determined through a centralized or decentralized procedure with different approaches for inpatient and outpatient medicines. The actual budget allocation can be based on multi-year agreements that manages year over year expenditure growth. As such, countries may not have specific budgets for each therapy area, but instead have specialized groups to manage high cost medicines.

(Panos Kanavos & MacKenzie Mills, LSE)

13:00-13:30 Case study introduction and planning

  • Introduce case studies and mock negotiation process
  • Key components of
  • Discuss case study objectives and expectations
  • Discuss focus of the group preparation process
  • Separate workshop participants into groups
  • Distribute case study with confidential instructions to all groups
  • Explain worksheets

(Panos Kanavos, Aris Angelis, Mackenzie Mills, LSE)


Interactive lunch among case study groups in preparation for negotiation

14:15-15:30 Negotiation Preparation (in case study groups)

  • Product value assessment based on dossier provided
  • Preview and refine negotiations strategy, BATNA, value proposition and contract options.
  • Identify speakers to present arguments and conduct negotiations
  • Review/rehearse negotiation arguments and their strength in each team

Group work guided and coached by Panos Kanavos, Aris Angelis and Mackenzie Mills


Coffee break

15:45-16:30 Presentation/negotiation from the groups 1 & 2
Debrief with key takeaways
16:30-17:15 Presentation/negotiation from the groups 3 & 4
Debrief with key takeaways


Recap of the day, lessons learned and closing remarks

Contact us

Registrations & Sponsorships
Chrysoula Kordouli, Τ: +30 210 6617777 (ext. 204), +30 6946236795, E: [email protected]
Conference Info
Natalia Toubanaki, T: +30 210 6617 777 (ext. 289), +30 6947936708, E: [email protected]
Conference Content and Program
Dimitrios Athanasiou, T: +30 6944604292, E: [email protected]