Event: Negotiating for Success in Pharma BD
Date: 13:30 – 18:00, November 23, 2011
Venue: the Executive Center, the Resource Building Beijing, Beijing, China
Price:  CNY 6,800
Contact: David Xue, PharmaGuys Info & Consulting
Email: dxue@pharmaguys.com
Phone: +86 186 0126 7831

This intense session pulls together some of the key aspects of negotiation theory and places them in the context of a pharmaceutical business transaction. Pre-reading materials will be distributed to registrants before the session in order that they can familiarise with the case and prepare for the interactive sessions.

After a brief revision of the materials the group will be organized into teams who will undertake the negotiation in three sessions Opening Gambits, Consolidation and Closing. Each of these sub-sessions will dissect the progress of the negotiation and identify correct behaviors, mistakes, missed opportunities and unexpected developments.

Delegates will thus build on each experience to refine their skills in structuring, presenting, listening and recording the negotiation process. The sessions will be moderated throughout to note the behaviors and progress of the teams toward a successful conclusion including team preparation and teamwork in the sessions.

The negotiating sessions will allow delegates to:

- Plan successful negotiating strategies;

- Build, train and rehearse the negotiating team;

- Present succinct clear opening proposals;

- Develop a mutually desirable deal structure (Win-Win); and

- Plan and organized closing procedure which perfects the transaction.