Presented by
Falconbury
Negotiation Skills for Pharma Professionals: Cross-Border, Virtual and AI Enabled Dealmaking In-house Training
A practical two-day masterclass giving pharma professionals the frameworks, behaviours and skills to negotiate pricing, licensing, collaborations and high-stakes deals confidently through simulations, case studies, virtual negotiation techniques and expert-led guidance.
- Format: Live online
- CPD: 12 hours for your records
- Certificate of completion
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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.
Browse our extensive selection of Life Sciences training courses for industry-leading insights into a range of topics. These include Medical Devices, IVDs, Biotech and Biopharma, Animal Health and Pharmaceutical training courses.
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
This course will cover:
Introduction – Essentials for successful negotiation outcomes
What is negotiation?
- Short interactive session
Framework for negotiation
- Negotiation simulation: Role play and pharmaceutical study - the joint bid
Applying the framework
Negotiation objectives: Which one will you choose?
- Creating value
- Maximising value
- Claiming value
- Examples of value
Negotiation strategy: The Harvard way
- Positions and interests
Selecting your strategy
- BATNA – with real pharma examples
- Reservation price
- ZOPA
- Target points
Negotiating planning worksheet: Benchmarking how your negotiations are progressing
7 key negotiation behaviours and habits for enhanced success
- Body language and misunderstanding body language
- How to display neutral non transparent body language
- Asking questions: impactful techniques - and which questions not to ask
- Listening - gathering information to create value
- The 4 C’s
- Persuasion: structuring a persuasive message
- Dealing with confrontation and difficult conversations
Defining a great deal
- Negotiation balanced scorecard
- Measuring progress of a negotiation
- Developing a scoring system
- Benchmarking final
- The outcome
Offers
- Who should make an offer and when
- The 'winner’s curse’
- The 'chilling effect'
- Precise or range offers
- Early offers
- Later offers
Overnight diagnostic exercise: participants individual negotiating style
Diagnostic: Know your dominant negotiating style
- Recognise others style
- Broadening your styles
- Adapt your style for different circumstances
Simulation 2
- Pharma negotiation: Role play and case study – Research institute and coalition of vaccination developers or pharmaceutical product approval – P & R negotiation
Bargaining
- Leveraging with impact
- Concessions – an art and a science!
- How transparent should you be?
- Key questions: An elephant’s friend
- Killer question with confidence
- ‘Log-rolling’: Value added trade-offs
- Multi issue offers – ‘MIO’
- Multiple, equivalent, simultaneous offers – ‘MESO’
Power, rights and interests: Disputatious negotiations
- Power, rights and interests model
- Re-directing rights and power driven negotiators
- How to use rights and power effectively
- Rational and irrational negotiations
- The 4 W’s
Negotiating: Virtually and online
What is different about negotiating virtually?
- Face to face and by email
Virtual negotiations tool kit: 12 insights for success
Virtual and electronic communication and negotiations
- Latest research with case studies
- Email – advantage or disadvantage in negotiations
- Adjusting to non-visual/face to face negotiations
- Developing e-charisma
- The virtual handshake – richer negotiation communication
- 2 to 1 ratio in e-negotiations
- 10 rules for email negotiations
- Advantage of linguistic style matching in negotiations
- Visuals in and success in negotiations
- Getting your co-negotiator to act as your mirror
- The key 4 moves for virtual negotiation success
- Getting virtual negotiations ‘back on track’
- Detecting lying in text-based conversations
Using AI in pharma negotiations
- Preparation
- New contractual pressure points
- Leveraging data
- Presentation
- Scenarios
- Calculating value
- Assessing risks of a proposal
- Analysing proposals
- Accelerating negotiations and due diligence
- Contract lifecycle management (CLM)
International negotiations
Negotiating across cultures
- What is culture?
- Why and how culture and background impacts negotiation
- Mapping cultures: A framework for understanding and planning cross cultural negotiations
- Decoding culture
- Culture and distributive and integrative negotiation
- Decision making
- Trust
- Status and face
Effective tools for cross cultural communication to avoid ‘cultural incidents’ and ‘misunderstanding’
‘Clinic’ for participants to consider particular issues they face in negotiations
Action plan for each participant
Arun Singh OBE
IBMDS
Arun Singh (Prof) OBE, FRSA is an international lawyer and consultant to an international law firm and the European operations of a multinational company. He was formerly a partner and head of commercial law at KPMG legal and partner at Masons (now Pinsent Masons).
Arun has advised on negotiations, contracts, collaborations and disputes and in a wide range of jurisdictions including Europe, countries in West and East Africa, India, Bangladesh, China, Hong Kong, Saudi Arabia, UAE, Qatar, Pakistan, Libya, Jordan, Syria, the US, Caribbean, Russia, Israel, Lebanon, Egypt, Thailand and Singapore. Arun is cited and ranked in the Chambers Guide to the world’s leading lawyers. He concentrates on international investment, joint ventures, licensing of technology, research and development, M&A, energy, outsourcing and corporate governance in developed and emerging markets; he also handles international legal risk management matters.
Arun advises a range of international organisations and is a visiting professor in International Business, Leadership and Negotiations at Salford University Business School, senior associate at Oxford University’s Institute of Legal Practice and teaches international leadership and negotiations at the University of Cambridge. He has facilitated programmes in Europe, Asia, the Middle East and the US.
He is also a graduate of the Harvard Law School Programme on Negotiation and Northwestern Kellogg Programme on Virtual Negotiations.
His courses have been attended by participants from Pharma companies including GSK, Novartis, NovoNordisk, Astra Zeneca, Boehringer Ingelheim, Bayer, CEPI, Merck, Johnson & Johnson, Roche and Pfizer.
He is a recognised corporate educator and a non-executive director of two international investment companies – one of which is listed on the London Stock Exchange, chairing the Audit Committee and Investment Committee.
He was appointed an OBE by HM the Queen in January 1999 for services to international trade, investment and intercultural management. Arun is an editor and contributor to a number of publications including Business and Contract Law (a Thorogood Special Report) and How to Lead Smart People – Leadership for Professionals (Profile Books) (recommended reading in the big four corporate advisory firms and basis for the popular international Coursera MOOC, University of London course 'Stepping Up: Leading Others').He is also a facilitator for company programmes and an experienced speaker at international corporate conferences.
Run Negotiation Skills for Pharma Professionals: Cross-Border, Virtual and AI Enabled Dealmaking Live online for your team
2 days
Typical duration
Pricing from:
- GBP 800
- Per attendee, based on 10 attendees
- Course tailored to your requirements
- At your choice of location, or online
We can customise this course to your requirements and deliver it on an in-house basis for any number of your staff or colleagues.
Contact our in-house training experts Aleksandra Beer and Yesim Nurko to discuss your requirements:
