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May 6 - 10, 2024

Delivered Digitally

Become a strong and successful negotiator during complex and high value negotiations to increase your probability of success

Delivered Digitally

BIO-Europe Attendees

Access a €200 discount to any course if you are already registered for BIO-Europe 2024. Please reach out to Ellie Farr to receive the discount code.

About the course

Course overview

This is a week-long course focused on teaching practical negotiating skills, including understanding the process of negotiation, developing negotiation strategies, and transforming negotiations into workable deals. It is designed for established biotech business development professionals who want to develop their dealmaking capabilities.  

The course is delivered by Linda Pullan, an experienced business development executive herself, who now runs her own consultancy offering services on partnering and investments.  

The course uses on demand lectures and in-person interactive sessions to examine case studies, practice techniques, and gain hands-on experience negotiating biotech partnerships and deals. Students will experience the full negotiation process, moving from initial goal-making to drawing up and interpreting term sheets and final contracts. 

This course is intended for professionals who already have a business development role who want to gain experience with all parts of the negotiation process, learn the latest negotiation techniques and hone their skills for real-life dealmaking.  

Course benefits

  • Hands-on practice: Gain practical experience on negotiating the most common types of biotech deals from a seasoned biotech negotiator. Teamwork and individual exercises allow students to apply learnings to case studies. 
  • Global reach through digital delivery: The course is accessible from anywhere in the world, with on-demand modules facilitating live interactive sessions on Moodle and Zoom. 
  • Designed for biotech: This course focuses on negotiations typical of the biotech/pharma industry, such as in- and out-licensing and technology transfer 

What you will learn

Types of Negotiations

Learn which deals pharma and biotech BD teams need to negotiate on a regular basis and the specific considerations that need to be taken into account for each.

How to prepare

Learn the information, the team coordination, and processes that need to be in place before you start negotiations.


Learn tactics to effectively argue for your key outcomes.

Building a toolkit

Develop a toolkit of skills and techniques that you can apply in real negotiations.

Practical applications

Put learnings into practice with exercises drawn from over 25 years of biotech and pharma BD experience.


Check out our Frequently Asked Questions page and get answers to questions we get asked more often for the EBD Academy.


Brought to you by EBD Group, EBD Academy courses enhance key skills and competencies that enable you to successfully navigate biopharma business development. With a combination of in-person and online courses throughout the year, EBD Academy gives you the ability to conduct courses from anywhere in the world by accessing training materials and subject matter experts online. Our courses are developed and delivered by EBD Group’s expert network. EBD Group specializes in bringing people together, whether face-to-face at one of our life sciences partnering events, or virtually through our online community of dealmakers and thought leaders. Over the past two decades, our products and services have grown to become the heart of a highly networked ecosystem of industry collaborators. EBD Academy offers in-person, pre-event, courses at some of EBD Group’s flagship partnering conferences like BIO-Europe and BIO-Europe Spring as well as virtual courses alongside the partnering events. We look forward to providing you with industry-leading business development training.