Negotiations and Strategic Decision Making

8:45 AM–4:30 PM Jun 2, 2019 (US - Eastern)

115C, Level 100


The Negotiations and Strategic Decision Making Course is designed for executives, and business development professionals interested in enhancing their skills in negotiations, influencing, decision making and game theory. The uniqueness of this workshop is to leverage the combination of these skills to allow you to better understand how your counterpart in the negotiations might assess potential strategic options. You will learn not only to anticipate but also to plan strategically ahead by making use of insights from game theory, with the aim to improve the outcome of your negotiations. The learnings from game theory will be applied to real-life pharma/biotech negotiation cases. This training will help participants to sharpen their business development skills by increasing the speed and quality of their decision making and enhance negotiation skills.

Topics Covered in the Negotiations and Strategic Decision Making Course*:

Game theory (the science of strategic decision making)
Negotiations; including:
Three phases of negotiations
First and second offer strategies
Group negotiations (in class exercise)
How to behave with emotional negotiators
Multiple Equivalent Simultaneous Offers

Decision making
How do CEOs decide?
Parallel option assessment

Case studies
Influencing- How to weaken your opponent's strategic moves

BIO Member: $1,250
Non-Member: $1,600

Session ID: 548953