In a victory for U.S. pharma, India pledges to abandon compulsory licensing, trade group says.
The Pharma Licensing Negotiation Course. By Attending This Course, You Will. Have the tools and skills to conclude the best financial deal when negotiating a licence agreement in the Pharma and Biotech sectors. Know what you need to prepare and check before a negotiation. Use the appropriate negotiation styles in a variety of negotiation positions. Learn the communication techniques to effectively manage expectations, listen analytically, persuade and build consensus.
Be able to negotiate financials and to bargain for advantage using proven techniques for building value and win- win outcomes. Know how to negotiate term sheets and contracts to successfully close the deal. Apply the theory in role- play negotiation scenarios. Benefit from Roger’s wealth of experience which cuts through all relevant industry sectors: big Pharma, small Pharma, Biotech and investors. Why You Should Attend. The Content: Unlike other negotiation courses, this course is specifically tailored to negotiating commercial licensing deals for pharmaceuticals and related products in the Pharma and Biotech sectors.
The Expert: Roger Cox is an industry veteran and highly regarded in pharma’s BD& L community. Roger’s profile is unique - his 3. The Pharma Licensing Negotiation Course is the only available public training course delivered by Roger Cox on the topic of licensing negotiation.
Agenda. Day 1. 10: 0. Welcome. 10: 3. 0 Introduction - Negotiation Skills. The 7 master- level negotiation skills for Pharma and Biotech and how to develop them. Networking, opportunity identification, deal initiation and managing deal flow. Coffee Break. 11: 4. Preparing to Negotiate. Check lists, term sheets and value drivers.
Build the best deal for your compound. Pipeline, company, and financial data all from one source. MUMBAI: The Patent Office rejected the compulsory licensing application of Mumbai-based BDR Pharmaceuticals to make a generic version of US drug maker. Member of. ABIOGEN PHARMA S.p.A. Via Meucci, n° 36 - 56121 Pisa - Loc. Ospedaletto - Phone +39.050.31.54.101 - Fax +39.050.31.54.331. Fiscal Code and Pisa Trade. Learn and practice in role plays the whole armamentarium of winning strategies, tools, dos & don’ts, tricks & tips in each step of the pharma licensing negotiation.
Financial models and net present value (NPV)Risk adjusted NPV allocation and decision tree analysis. Influence of goal setting on negotiation outcome. Better negotiation. Negotiation tools.
Case study. 13: 0. Lunch. 13: 4. 5 Role Play 1 – Preparing to Negotiate.
Role play exercise: involving the Licensing Director of a pharmaceutical company seeking to license a drug delivery technology for a new chemical entity from a smaller biotech company. Discussion and learnings. Negotiation Styles and Developing Leverage. Negotiating styles – responses and risks styles. Presentation skills and body- language. Leadership and using your team. Developing negotiation leverage.
Japan Pharmaceutical Licensing Association was organized in 1990 by 7 executives from major pharmaceutical companies active in Japan, as managed by the Pharma Forum. PharmaVentures has a successful transaction track record in pharma M&A and licensing. We bring strategic and commercial insight to healthcare.
Bargaining and bluffing. Coffee Break. 15: 4. Face- to- Face Negotiations. Delivering the message: how – who – when. Managing difficult items and bad news.
Anchoring and managing expectations. Dealing from strength and dealing from weakness. Trading and bargaining. Role Play 2 – Term Sheet Assumptions. Bargaining term sheets - preparation, content and negotiation.
Internal team meeting to agree and input assumptions for spreadsheet and NPV share calculations. End of Day 1. Group Dinner. Day 2. 08: 3. 0 Role Play 2 (cont’d)0.
Licences, Royalties and Milestones. Licences and freedom to operate. Value sharing, benchmarking and other royalty calculation methods. Licence fees and milestones. Option payments. Unexpected consequences. Role Play 3 – Royalty Negotiations. Role play exercise: meeting to decide strategy and terms to resolve potential infringement of a third party’s Intellectual Property Rights.
Coffee Break. 11: 1. Structured Negotiation. Bringing it all together – Rules for a stepwise approach using negotiation tools and financial models to negotiate agreements based on reasonable shared values. Role Play 4 – Term Sheet Negotiation. Role- play exercise: involving two teams negotiating a term sheet covering a licence and manufacturing agreement between a biotech company with a new chemical entity in clinical development and a biopharmaceutical company seeking world- wide rights.
Lunch (continuing group discussion)1. Term Sheet Presentations, Feedback & Learnings. Analysis of term sheet negotiations. Where was the value captured?
Identification of value drivers which could have improved outcome. Learnings for future negotiations.
Negotiating Performance. Performance. Appropriate sanctions. Closure. Cross- cultural negotiations and considerations. Coffee Break. 15: 3. Course Learnings and Conclusions.
Closing. Learning Methodology. Successfully developing negotiating skills requires practice in real negotiations. Four interactive negotiation sessions are included in the programme as examples of the type of negotiation situation that can arise in Pharma/Biotech licensing. Course participants will be briefed to assume roles as Licensing Executives in pharmaceutical /biotech companies who are engaged in: Negotiation on licences for drug delivery technologies.
Internal negotiations to prepare term sheet proposals for regional/global product licences. Licence negotiations to avoid infringement of third party intellectual property rights. Negotiation with third parties for regional/global licences for the clinical development, manufacture and marketing of finished pharmaceutical products where royalties, milestones will be negotiated and NPVs and valuation splits determined.
The exercises include opening contacts and negotiations with third parties, working with colleagues, working with ‘your opposite number’ to solve joint problems and team negotiations with third parties on detailed term sheets. The outcome of the negotiation exercises will be quantified so that participants can benchmark progress in their own personal development as a negotiator. The course is designed for pharmaceutical licensing professionals who want to hone their skills and improve their negotiation performance to deliver improved value and mitigate risk. Group discussion sessions are also included at the end of each day to address and review questions arising from any part of the 2- day course. Course participants will be provided with copies of the presentations for their own use.(some images of participants practicing their licensing negotiations) One of the most valuable aspects of attending any C.
E. L. forpharma course is not only being able to have your specific questions answered by a leading expert, but also having the opportunity to share experiences and have in- depth discussions with your international peers. Who Should Attend?
This practical Pharma/Biotech negotiation course is designed for: Business development and licensing executives wishing to improve their negotiation skills. All other executives working in the Pharma/Biotech sector who are involved in the negotiation process for the licensing or acquisition of pharmaceutical and other healthcare products. Past Participants. Below is a non- exhaustive list of past participants who have benefited from attending this course. Job Title. Company. Country. Strategic Development Manager. Abbott. Russian Federation.
Business Development Manager. Abbott. Russian Federation. Manager In- Licensing International. Actavis. Bulgaria. Portfolio Director International CEE/CISActavis. Serbia. Associate M& A and Corporate Development.
Almirall. Spain. Licensing In Manager CEEAngelini. Austria. General Manager. Chugai. Germany. EMEA Director, Market Development. Eisai. United Kingdom. Global Business Development.
Ferring. USAVice President Oncology Portfolio & Marketing. Fresenius Kabi. Germany. Head of R& D Licensing.
Galderma. France. VP, Head of Corporate Licensing. Gruenenthal. Germany.
Senior Project Leader (Interventional Oncology)Guerbet. France. Director Life Cycle Management EMEAJanssen. Switzerland. Senior Director, Head of R& D Quality & Compliance Business Development. Johnson & Johnson. Netherlands. Country Manager Morocco. LEO Pharma. Morocco. Senior Manager Business Development.
Morphosys. Germany. Market Research Manager / Corporate BDOnxeo. France. Financial Controller / HR / ITProstrakan. Germany. Business Development Officer. Ratiopharm. Finland. Vice President CHC Strategy and Business Development. Sanofi. France. Business Develpment Manager.
Sanofi. Italy. Business Development Director. Servier. Russian Federation. Business Development Manager.
Servier. Russian Federation. Pharmacien Business Development Manager. Servier. Russian Federation. VP, Business Development and New Product Planning. Shionogi. United Kingdom. Project Coordinator and Business Intelligence Manager.
Takeda. Switzerland. Senior Alliance Manager. Tillotts Pharma. Switzerland. Senior Director, Neurosciences Partnering. UCBBelgium. Business Development & Project Manager.
Vifor Pharma. Switzerland. Business Development & Licensing. Zambon. Italy. Testimonials. Read All Testimonials From This Course. Dates & Locations.
All C. E. L. forpharma courses are held in top- class four or five star hotels situated in easily accessible locations, either close to an international airport or near public transportation links in city centre locations.(Relocated from Brussels)This course takes place at the Hilton Zurich Airport Hotel which is located just five minutes from Zurich Kloten Airport with the complimentary shuttle. Zurich’s vibrant city centre is located only a fifteen minutes’ drive away. Hilton Zurich Airport Hotel.
Hohenbuehlstrasse 1. Opfikon- Glattbrugg 8.
Switzerland. Tel: +4. October 2. 01. 6, Zurich. This course takes place at the Hilton Zurich Airport Hotel which is located just five minutes from Zurich Kloten Airport with the complimentary shuttle. Zurich’s vibrant city centre is located only a fifteen minutes’ drive away. Hilton Zurich Airport Hotel. Hohenbuehlstrasse 1. Opfikon- Glattbrugg 8.
Switzerland. Tel: +4. December 2. 01. 6, London. This course takes place at the Millennium Gloucester Hotel London Kensington which is located opposite Gloucester Road Underground Station, with convenient access to three major tube lines, as well as to road, rail and air transport links.
Millennium Gloucester Hotel London Kensington. Harrington Gardens. London, SW7 4. LHUnited Kingdom.
Tel: +4. 4 (0) 2. Hotel Booking Assistance. Having built a strong relationship with each hotel, C.
OUT- LICENSINGAlles aus einer Hand, von uns. Unser Leistungsangebot ist umfassend: wir erbringen Komplettlösungen, von der Entwicklung bis zur Arzneimittelzulassung und Produktbereitstellung. Erfahren Sie mehr zum Spektrum unserer Dienstleistungen - gerne unterstützen wir Sie, von der Wirkstoffbeschaffung bis zum fertigen Arzneimittel.