The Pharma Licensing Negotiation Course

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 process: planning – internal negotiations – making the first contact – term sheet assumptions – face-to-face meetings – resolving issues – contract closure.

Dr. Roger Cox

Dr. Roger Cox

  • 30 years of licensing experience encompassing both big and small pharma/biotech companies.
  • Currently Senior Consultant with Plexus Ventures, a leading global Pharma Business Development firm.
  • Formerly with J&J's Global Pharma BD Group where he negotiated over 50 commercial licence agreements.
  • Former Chairman of the European Pharmaceutical Licensing Council.
  • Member of the Editorial Board of the Business Development & Licensing Journal for the Pharmaceutical Licensing Groups.

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.


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 30 years of licensing experience encompasses both big and small pharma/biotech companies as well as government organisations.

The Pharma Licensing Negotiation Course is the only available public training course delivered by Roger Cox on the topic of licensing negotiation.



Day 1


10:00    Welcome

10:30    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

11:30    Coffee Break

11:45    Preparing to Negotiate

  • Check lists, term sheets and value drivers
  • 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

13:00    Lunch

13:45    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

14:45    Negotiation Styles and Developing Leverage

  • Negotiating styles – responses and risks styles
  • Presentation skills and body-language
  • Leadership and using your team
  • Developing negotiation leverage
  • Bargaining and bluffing

15:30    Coffee Break

15:45    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

16:15    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

17:30    End of Day 1


Group Dinner


Day 2


08:30    Role Play 2 (cont’d)

08:45    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

09:45    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

10:45    Coffee Break

11:15    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

11:30    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

12:45    Lunch (continuing group discussion)

13:30    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

14:30    Negotiating Performance

  • Performance
  • Appropriate sanctions
  • Closure
  • Cross-cultural negotiations and considerations

15:15    Coffee Break

15:30    Course Learnings and Conclusions

16:00    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.

The Pharma Licensing Negotiation Course

(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



Strategic Development Manager Abbott Russian Federation
Business Development Manager Abbott Russian Federation
Manager In-Licensing International Actavis Bulgaria
Portfolio Director International CEE/CIS Actavis Serbia
Associate M&A and Corporate Development Almirall Spain
Licensing In Manager CEE Angelini Austria
General Manager Chugai Germany
EMEA Director, Market Development Eisai United Kingdom
Global Business Development Ferring USA
Vice 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 EMEA Janssen 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 BD Onxeo France
Financial Controller / HR / IT Prostrakan 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 UCB Belgium
Business Development & Project Manager Vifor Pharma Switzerland
Business Development & Licensing Zambon Italy



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.

  • 7-8 June 2016, Zurich

(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 10

Opfikon-Glattbrugg 8152


Tel: +41 44 828 50 50


  • 27-28 October 2016, 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 10

Opfikon-Glattbrugg 8152


Tel: +41 44 828 50 50


  • 8-9 December 2016, 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

4-18 Harrington Gardens

London, SW7 4LH

United Kingdom

Tel: +44 (0) 20 7373 6030



Hotel Booking Assistance

Having built a strong relationship with each hotel, C.E.L.forpharma has secured preferential room rates for our delegates who book their accommodation three weeks or more prior to the course. Upon your registration, we will help you make your hotel booking. For any assistance in this matter please do not hesitate to contact Sarah Nissen, Programme Coordinator (, tel +32 (0)2 709 01 46).

Included in the Registration Fee

  • Course Material (Digital & Print Versions)
  • Coffee, Tea & Refreshments During the Course
  • Lunch During the Course
  • A Group Dinner on the First Day
  • Certificate of Attendance Signed by the Expert

Group Discounts

Team discounts can be offered to 3 or more delegates from the same company. Contact Annelies Swaan, Head of Business Operations, ( for more details.


How to Register

  1. Click the "Register Now" button on this page.
  2. Choose a course date, then fill out your personal details in step 1 and company / invoicing details in step 2.
  3. Choose to pay via bank transfer / invoice or by credit card.
  4. Click "Confirm Registration". You will be sent an automatic email confirming your registration followed by a personal email containing a pro-forma invoice and further payment instructions.

For assistance in registering, raising a PO or invoicing, please do not hesitate to contact Britt De Cat.
(email: or call: +32 2 709 01 44)


Transfer & Cancellation Policy

Flexible Transfer

  • If a registrant cannot attend the scheduled course, he/she can avoid any cancellation charge by sending a suitable replacement participant.
  • Alternatively, the registrant can transfer once on a “space available” basis at no extra cost, until 1 week prior to the event, to another course held within one year of the original course date.

Participant Cancellation

  • Cancelling 5 weeks or more prior to the course: cancellation fee of €250.
  • Cancelling 4 to 3 weeks prior to the course: 25% of the invoiced registration fee.
  • Cancelling 14 to 7 working days prior to the course: 50% of the invoiced registration fee.
  • Fewer than 7 working days or if no notification received: registrant liable to pay invoiced registration fee.
  • If a registrant postpones his/her participation to a future course, and cancels again, no refund can be claimed for paid registration fees.

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