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Informa
TBC in 2021

2-day pre-event course

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

Pre-event to BIO-Europe Spring®

The BIO-Europe® conference in October is now going to be delivered digitally

The Online Business Development Certification Series is a brand new, engaging online program for life sciences professionals to learn develop and refine their business development skills - particularly in a virtual setting. This 6-week program is built around EBD Group’s virtual BIO-Europe® 2020 event and is made up of multiple short online courses delivered in a variety of formats.

Course Overview

Negotiating a successful licensing/partnering deal in life sciences is complex with each deal having its own unique challenges such as valuation disagreement, cultural differences and term sheet variances. 

During this course, you will explore how to negotiate strategically and effectively to build and preserve relationships and get effective and sustainable outcomes in a challenging marketplace. Over two days you will examine important aspects of negotiation such as win/win, preparation, common mistakes and psychology. This interactive course has been specifically designed to help you refine and develop valuable skills in negotiating with venture partners, regulatory agencies, customers and vendors.

What will you learn?

Cement your understanding with multiple pharmaceutical and biotech case studies and group exercises throughout the 2-days


Win/win negotiation strategies
Win/win negotiation strategies

Gain practical advice to create and then succeed at win/win negotiations

Human behaviour
Human behaviour

Discover how to successfully negotiate with challenging people and examine how human behavior and psychology can be used to influence and persuade during complex negotiations

Tactical planning
Tactical planning

Learn best practices for tactical planning and preparation to maximize success


Read your audience
Read your audience

Review body language, different cultures, team negotiations and overcoming difficult negotiations

Overcome common mistakes
Overcome common mistakes

Review common mistakes made during negotiations and discover how to avoid them

Who is this course for?

This course has been designed to provide attendees with a diverse negotiation skillset which can be applied to various situations and professionals. The following areas and professions would benefit from this course:

  • Business Development and licensing deal negotiation 
  • Contract negotiation
  • Financial/funding negotiation
  • Vendor negotiation
  • Regulatory agency negotiation
  • M&A negotiation