Negotiating in the complex B2B world within Life Sciences can be very stressful and frustrating when you walk away with the feeling you could have reached a much better outcome.
The outcome of some single negotiations can occasionally influence if companies will stay alive to see another day or if they reach the growth in revenue that they have forecasted to themselves or their investors. It may be clear that the stakes and stress levels can be very high. Being well prepared and confident in these situations is key. Your best starting point to getting there is to be part of this highly relevant and interactive training for Life Science experts.
Negotiation is something we all do—often without realizing it. But in the complex world of life sciences, where you're not just selling complex products but often shaping long-term partnerships, mastering negotiation is a must-have skill to be successfull.
Learning how to negotiate effectively is not something you learn at school. It is usually an auto-didactive learning program and the outcome depends on your teachers and experiences as you progress throughout your personal and professional life.
The trainers Martin Bakker (Bakker Life Science) and Justin van der Heemst (JR Sales Solutions), will make sure this training course isn’t just about general negotiation theory. Instead, participants will have to come prepared and the trainers will make sure the content, including it's industry business cases, will be relevant for the participants and their personal learning objectives. Combined with several workshops, the learning experience will be both practical and powerful.
Improving skills and confidence in:
Excellent preparation
Your negotiation skills
Knowing when to apply which approach and techniques
Being able to differentiate Positions vs Interests and using them effectively
How to be more creative in finding common ground
Understanding how to consistently close better deals for all stakeholders
When to walk away without a deal
How to build a long-lasting professional relationship
Business Development Managers
Account managers
Startup (co-)founders
Investors
Commercial management
• Introductions and expectations
• Preparations: Know who you are dealing with
• Preparations: Identify the kind of deal
• Preparation: Positions vs Interests
• Practice yourself - part I
• Preparation: Tactics
• Value vs. Price
• Stages during negotiation
• Partnership & Licensing
• Practice yourself - part II
• Walking away from making a deal
• Business Cases
• Practice yourself - part III
• Knowledge Quiz
• Evaluation & wrap up
It was a great learning experience and much fun as well. Thanks to all involved. Jelle Schuitemaker Phenomenal learning experience! Thank you Martin and Justin for the insights and hands-on assignments! Mahrou Kharazi