Learn and practice in role plays the whole armamentarium of winning strategies, tools, dos & don’ts, tricks & tips in each step of the pharma licensing negotiation process: planning – internal negotiations – making the first contact – term sheet assumptions – face-to-face meetings – resolving issues – contract closure.

By attending this course you will learn;

1. The skill set required to successfully negotiate licence deals in the pharma-biotech world, to persuade and build consensus.
2. What you need to prepare and check before starting a negotiation.
3. The methods for determining value and spreadsheet financial modeling to improve negotiation outcomes.
4. Practise negotiating skills in 4 interactive role plays featuring typical Pharma/Biotech licensing situations.
5. The differences between integrative and distributive negotiation strategies and tools to improve leverage.
6. The various types of licence agreements used in pharma-biotech, and methods to determine royalty rates and value sharing.