About the course
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.
- 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
- Prepare for fall partnering conference season: Hone skills in preparation for fall partnering conferences like BioPharm America™ and BIO-Europe®.
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.
Put learnings into practice with exercises drawn from over 25 years of biotech and pharma BD experience.