Negotiation Skills for Pharma Professionals: Cross-Border, Virtual and AI Enabled Dealmaking In-house Training

Course overview

In an industry where pricing pressures, partnership complexity and regulatory scrutiny continue to intensify, strong negotiation capability has become a core strategic skill for pharmaceutical professionals. This two-day masterclass equips professionals with the tools, behaviours and confidence to negotiate high-value agreements - from price and reimbursement discussions to M&A, licensing, collaborations, sourcing and market access.

Designed for those who want to elevate their impact at the negotiation table, the programme blends proven methodology with sector-specific insights and immersive practice. Participants will explore one-on-one and team-based negotiations, work through pharma-focused simulations, and learn how to manage both one-off transactions and long-term commercial relationships. Special emphasis is placed on negotiating with more powerful stakeholders, including payers and authorities.

Key topics covered include:

• Framework and strategy for successful negotiations
• 7 key negotiation behaviours and habits for enhanced success
• Price & reimbursement negotiations from different perspectives
• Escaping the price only focus
• Value negotiations driving tailored, innovative solutions
• 12 insights into negotiating virtually
• Latest research in electronic communications and negotiating
• Using AI in negotiations and how AI is reshaping pharma negotiation strategy
• Licensing and collaborative negotiations
• Internal support negotiations between pharma HQ and subsidiaries, including market affiliates 
• Cross cultural negotiations and how to master them

The expert trainer will use a balance of theory, practical exercises, interactive simulations, case studies, video clips and discussion. By the end of the highly practical course, participants will be able to navigate a wide range of negotiation scenarios with greater clarity, structure and influence. They will return to their organisations equipped to secure better outcomes, strengthen partnerships and manage risk more effectively in today’s competitive and regulated pharmaceutical landscape.

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Benefits of attending

By attending this highly practical course you will:

• Get to grips with the complete negotiation process used in pharmaceutical deals
• Learn an established, evidence-based negotiation framework tailored for the pharma sector
• Master the trainer’s 7 key negotiation behaviours and habits for enhanced success
• Develop the critical skills needed to negotiate effectively in virtual and hybrid environments, including practical tips and techniques
• Explore strategies for negotiating with difficult or high-powered counterparts such as payers and regulators
• Understand how to handle competitive pressure and become conversant with the ‘Harvard Business School Way of Negotiating’
• Examine the most up to date research into successful approaches for negotiating virtually and online
• Identify opportunities to create value through negotiation
• Learn how to adapt your individual negotiation approach for better outcomes
• Familiarise yourself with a negotiation planning worksheet to benchmark the progress of negotiations
• Be introduced to a framework for understanding and planning cross cultural negotiations 

Who should attend?

This course has been specially designed for professionals in the pharmaceutical industry, including:

• General managers and heads of department
• Pharma lawyers and legal professionals
• Sales and marketing professionals
• Business development managers and officers
• Buyers and procurement managers
• Strategic development managers
• Licensing managers
• Portfolio managers and directors
• Heads of R&D licensing
• Directors of life cycle management
• Global business development managers