Contract Negotiations with Clinical Trial Sponsor


For each clinical trial, a clinical trial agreement (CTA) and budget are negotiated between the investigator and the sponsoring company so that the costs of carrying out the trial are reimbursed. Negotiation is a part of everyday life, especially in clinical trials. Many professionals and lawyers spend hours daily negotiating. However, few people have ever formally learned the strategies and techniques of effective negotiations, and even fewer still have mastered them.

It is important to understand the guiding principles that permeate the entire negotiation process. Some of these principles include:

  • Negotiating strategically and not instinctively
  • Importance of being prepared
  • Protecting your reputation
  • Expertise comes from knowledge and practice