By attending this course, you will:1. Have the tools and skills to conclude the best financial deal when negotiating a licence agreement in the Pharma and Biotech sectors.2. Know what you need to prepare and check before a negotiation.3. Use the appropriate negotiation styles in a variety of negotiation positions.4. Learn the communication techniques to effectively manage expectations, listen analytically, persuade and build consensus.5. Be able to negotiate financials and to bargain for advantage using proven techniques for building value and win-win outcomes.6. Know how to negotiate term sheets and contracts to successfully close the deal.7. Apply the theory in role-play negotiation scenarios.8. Benefit from Roger’s wealth of experience which cuts through all relevant industry sectors: big Pharma, small Pharma, Biotech and investors.Programme Outline:Day 1Welcome & General IntroductionPreparing to NegotiateRole Play 1 – Preparing to NegotiateNegotiation Styles and Presentation SkillsOpening Face-to-Face NegotiationsRole Play 2 – Term Sheet AssumptionsDay 2Negotiating FinancialsRole Play 3 – Royalty NegotiationStructured NegotiationRole Play 4 – Term Sheet NegotiationTerm Sheet Negotiation Role-Play Feedback & LearningsContract NegotiationNegotiating to ClosureMaster Class Learnings & Conclusions