I thought a lot about where to post this question, and I imagined that this might be a good place.
If you think you know a better one, please tell me.
In foreign affairs, countries have to deal with each other and negotiate prices if they want something from each other, and apart from pure financial math, there is sometimes also psychology involved (at least that is my impression).
I am in a situation where I have to provide my services and products to a health care insurance in a specific area (prosthetics).
A certain health care insurance hired a product manager who himself provided prosthetics to handicapped people for a few years, then decided it's not for him and that he would provide his knowledge to health care insurances instead so that they don't blindly accept / pay any offer that prosthetics providers offer.
This product manager both gets a provision for anything the health care insurance does not have to pay. Additionally, he thinks that basic prosthetics are sufficient, and last it's a personal pleasure for him to be in a power position. He calls us and other prosthetics suppliers regularly and forcing cheaper prices, else he would involve another supplier. We can barely survive because he keeps prices at an absolute minimum.
There is a law that forces health care insurances to negotiate prices with us. The health care insurance has to look at our proposal and decide if they accept it or not.
I thought about offering him the lowest prices and demanding being called for counter-offers (where other companies already did all the diagnostics, and we would simply offer the product for less money).
However, I suspect a dominant and sadistic nature of his character who not only wants the lowest prices but also a kind of humiliation, and my offer would not suite him as he still needs this constant battle and proof of his dominance.
What might be strategies to deal with such parties?
