Upcoming Event: Pharma BD Course II - Evaluation & Negotiation of Life Science Deals
1/14/2011
Event: Pharma BD Course II - Evaluation & Negotiation of Life Science Deals
By: Martin Austin
Date: March 17, 2011
Venue: The Capital Club, Beijing, China
Price: CNY 12,800
Contact: David Xue, PharmaGuys Info & Consulting
Phone: +86 139 1132 5130
The two most challenging aspects of the business development process during a deal are valuation and negotiation. The value of an asset whether it is being bought, sold or licensed can only be computed in part, and then only in cases where there is strong data. This course looks at the origination of a valuation in the context of a pharmaceutical transaction and considers the other factors that must be considered in reaching a 'fair value'.
In the first part of the course we examine the strengths and weaknesses of the market model and the methods of estimating and allowing for risk. Deriving a value from this process also creates the story that must be used to convince the counterparty in a transaction to agree to the Terms and Conditions we desire.
Negotiation skills are therefore required to prepare for one or more negotiating sessions where two groups can try to both achieve their objectives. In the second part of the course using the valuation created in the first part, the theory and practical skills of negotiating in the pharmaceutical industry will be studied and practiced by the delegates addressing the special needs of the sector.
Martin Austin author of "Business Development for the Biotechnology and Pharmaceutical Industry" and course leader and lecturer in this subject at the University of Basel, Europe's leading business school - HEC Paris, numerous commercial courses and for the World Intellectual Property Organisation (WIPO) has designed this course specifically to suit the needs of pharmaceutical executives in Business Development who wish to learn and enhance these particular skills.
The one day course will challenge and stretch the participants and provide structured analysis and practical experiences of the skills required to achieve successful transactions in this pivotal business activity.