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.
CPD Hours: 12
Course Content
- Day 1
- Introduction - Essentials for successful negotiation outcomes
- What is negotiation?
- Framework for negotiation
- Applying the framework
- Negotiation objectives: Which one will you choose?
- Negotiation strategy: The Harvard way
- Selecting your strategy
- Negotiating planning worksheet: Benchmarking how your negotiations are progressing
- 7 key negotiation behaviours and habits for enhanced success
- Defining a great deal
- Offers
- Overnight diagnostic exercise: participants individual negotiating style
- Day 2
- Diagnostic: Know your dominant negotiating style
- Simulation 2
- Bargaining
- Power, rights and interests: Disputatious negotiations
- Negotiating: Virtually and online
- What is different about negotiating virtually?
- Virtual negotiations tool kit: 12 insights for success
- Virtual and electronic communication and negotiations
- Using AI in pharma negotiations
- International negotiations
- Negotiating across cultures
- 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
