The Healthcare Payer Negotiations Course
With Dr Stefan Walzer
Course Details
THE CONTENT
For professionals working in market access, strong negotiation skills are key to engaging effectively with payers and securing outcomes that support both patient access and your company’s strategic goals.
This one-day course is designed to address the specific complexities of healthcare payer negotiations. Grounded in real-world pharma experience, it will strengthen your ability to navigate payer negotiations with clarity, confidence, and impact.
Through a combination of structured guidance, scenario-based exercises, and expert insights, the course equips you with the tools to adopt a collaborative, strategic, and effective negotiation approach.
THE EXPERT
Dr Stefan Walzer is a recognised expert in healthcare market access and payer negotiation strategy.
He is the founder and CEO of MArS Market Access & Pricing Strategy GmbH, a niche consultancy that focuses on optimising market access, pricing strategies, and reimbursement processes. He has been teaching market access and negotiations since 2012 and developed AI-based systems and tools to empower market access negotiators.
Stefan has held pivotal roles, including Global Payer Strategy Leader at F. Hoffmann–La Roche AG. He is the author of over 40 peer-reviewed articles and more than 400 abstracts.
He holds a PhD in Health Economics from the University of Zurich, along with degrees from the University of Tübingen and the London School of Hygiene & Tropical Medicine.
THE AUDIENCE & INTERACTIVE LEARNING FORMAT
This course is purposely designed for professionals in market access and related roles who engage with healthcare payers.
Whether you are preparing for your first negotiation or looking to improve or refine your current approach, the course provides a practical and supportive environment for learning.
You will benefit from:
Peer learning from international colleagues from other pharma companies facing similar challenges
Interactive group exercises and real-world negotiation scenarios
Expert feedback tailored to your performance
Understand core negotiation principles and styles: Gain foundational knowledge of what negotiation entails and how to navigate different negotiation styles.
Develop and apply a structured negotiation strategy: Learn to define clear goals, build strong BATNAs/ZOPAs, and use tactical tools to manage objections and maintain dialogue.
Tailor negotiation approaches to healthcare payer contexts: Explore the specific dynamics of healthcare negotiations.
Challenge common payer negotiation myths and biases: Identify and dismantle misconceptions about payer negotiations while learning to foster empathy and understanding.
Practise and refine negotiation skills through real-world exercises: Collaborate on case-based simulations involving pharma products to create and execute negotiation strategies.
| Welcome & Introductions (~30 min) |
| Negotiation Fundamentals (~30 min) |
|
| Developing an Effective Negotiation Strategy (~1 h) |
|
| Planning and Preparing the Healthcare Payer Negotiation Process (~30 min) |
|
| Payer Negotiation Strategy Exercise (~45 min) |
Participants will be divided into groups of three and work in break-out rooms. Each group will develop negotiation strategies for different negotiation styles for the following scenarios:
For each scenario, a product profile will be handed out to participants, including mode of administration, dosing, number of patients, suggested price range, and clinical data. You will learn from the feedback you will get from both expert and peers. In addition, the expert will present his recommendations. |
| Lunch Break |
| Dismantling Myth No. 1 in Healthcare Payer Negotiations: “The Other Side is the Enemy!” (~30 min) |
|
| Dismantling Myth No. 2 in Healthcare Payer Negotiations: “The Other Side Always Lies!” (~30 min) |
|
| Interactive Payer Negotiation Exercise (~2 h) |
Building on the earlier Payer Negotiation Strategy Exercise, each group will first prepare the negotiation for each scenario. Each group will then implement the negotiation with the expert as the payer at the other side, and with the other participants having the opportunity to contribute at the payer side. After each negotiation round, the expert will deliver a rating for how the group performed, along with his recommendations. |
| Wrap-up Discussion and Final Q&A (~15 min) |
UPCOMING DATES & FORMATS - FEES
26 November 2025
Live online (CET timing)
Early bird € 1 470
(until 24/10/2025)
(Full fee € 1 670)
TIMING & LOCATION
Live Online (CET): Zoom sessions between 9 AM and 5 PM CET (Brussels, Amsterdam, Paris time).
Live Online (EST): Zoom sessions between 8 AM and 4 PM EST (Eastern Standard Time).
Face-to-Face: Held at the Crowne Plaza Brussels Airport (Da Vincilaan 4, 1831 Brussels), between 9 AM and 5 PM CET. Preferential hotel rates available for participants.
All practical details will be shared upon registration. For any questions, please contact Margherita Mutto or call +32 472 03 11 38 .
GROUP DISCOUNTS
Team discounts can be offered to 2 or more delegates from the same company.
Email Annelies Swaan, Director Business Operations, for more details.
HOW TO REGISTER
Click the green “Register” button on your preferred course session.
The registration wizard will guide you through the process.Alternatively, download the offline registration form and send the completed form to Annelies Swaan.
PAYMENT OPTIONS
Credit Card: You’ll receive a secure payment link with your invoice (no immediate payment required).
Bank Transfer: Details provided with your invoice.
For help with registration, email Annelies Swaan or contact her by phone at +32 486 98 52 49.
INCLUDED IN THE REGISTRATION FEE
Access to a highly interactive, small-group online course (max 20 participants)
Course materials in both digital and hard copy format
Certificate of attendance signed by the experts and CELforPharma
VAT INFORMATION
Prices exclude VAT. VAT application depends on course format and your location:
Face-to-Face in Belgium: 21% Belgian VAT applies
Live online courses & self-study programme: The applicable VAT depends on your invoicing address. Contact your local VAT office for refund procedures where applicable.
TRANSFER & CANCELLATION POLICY
Flexible Transfer
If a registrant is unable to attend the scheduled course, they can avoid any cancellation charges by providing a suitable replacement participant.
Alternatively, the registrant may transfer once, on a 'space-available' basis and at no extra cost, to another course of the same value held within one year of the original course date, provided this is done at least three weeks prior to the event.
Registration Cancellation
Less than 14 days prior to the course date: The registrant is liable to pay the full invoiced registration fee.
Between 15 and 30 days prior to the course date: The registrant is liable to pay 50% of the invoiced registration fee.
More than 30 days prior to the course date: The registrant is liable to pay a cancellation fee of € 450 per registrant.
If a registrant postpones their participation to a future course and subsequently cancels again, no refund will be issued for the registration fees.
People attending this course are typically also interested in:
Course Details
Dates & Locations
Upcoming Session
26 November 2025, Live online (CET timing)
Early bird € 1 470
(until 24/10/2025)
(Full fee € 1 670)
Prices are excl. VAT
THE CONTENT
For professionals working in market access, strong negotiation skills are key to engaging effectively with payers and securing outcomes that support both patient access and your company’s strategic goals.
This one-day course is designed to address the specific complexities of healthcare payer negotiations. Grounded in real-world pharma experience, it will strengthen your ability to navigate payer negotiations with clarity, confidence, and impact.
Through a combination of structured guidance, scenario-based exercises, and expert insights, the course equips you with the tools to adopt a collaborative, strategic, and effective negotiation approach.
THE EXPERT
Dr Stefan Walzer is a recognised expert in healthcare market access and payer negotiation strategy.
He is the founder and CEO of MArS Market Access & Pricing Strategy GmbH, a niche consultancy that focuses on optimising market access, pricing strategies, and reimbursement processes. He has been teaching market access and negotiations since 2012 and developed AI-based systems and tools to empower market access negotiators.
Stefan has held pivotal roles, including Global Payer Strategy Leader at F. Hoffmann–La Roche AG. He is the author of over 40 peer-reviewed articles and more than 400 abstracts.
He holds a PhD in Health Economics from the University of Zurich, along with degrees from the University of Tübingen and the London School of Hygiene & Tropical Medicine.
THE AUDIENCE & INTERACTIVE LEARNING FORMAT
This course is purposely designed for professionals in market access and related roles who engage with healthcare payers.
Whether you are preparing for your first negotiation or looking to improve or refine your current approach, the course provides a practical and supportive environment for learning.
You will benefit from:
Peer learning from international colleagues from other pharma companies facing similar challenges
Interactive group exercises and real-world negotiation scenarios
Expert feedback tailored to your performance
Understand core negotiation principles and styles: Gain foundational knowledge of what negotiation entails and how to navigate different negotiation styles.
Develop and apply a structured negotiation strategy: Learn to define clear goals, build strong BATNAs/ZOPAs, and use tactical tools to manage objections and maintain dialogue.
Tailor negotiation approaches to healthcare payer contexts: Explore the specific dynamics of healthcare negotiations.
Challenge common payer negotiation myths and biases: Identify and dismantle misconceptions about payer negotiations while learning to foster empathy and understanding.
Practise and refine negotiation skills through real-world exercises: Collaborate on case-based simulations involving pharma products to create and execute negotiation strategies.
| Welcome & Introductions (~30 min) |
| Negotiation Fundamentals (~30 min) |
|
| Developing an Effective Negotiation Strategy (~1 h) |
|
| Planning and Preparing the Healthcare Payer Negotiation Process (~30 min) |
|
| Payer Negotiation Strategy Exercise (~45 min) |
Participants will be divided into groups of three and work in break-out rooms. Each group will develop negotiation strategies for different negotiation styles for the following scenarios:
For each scenario, a product profile will be handed out to participants, including mode of administration, dosing, number of patients, suggested price range, and clinical data. You will learn from the feedback you will get from both expert and peers. In addition, the expert will present his recommendations. |
| Lunch Break |
| Dismantling Myth No. 1 in Healthcare Payer Negotiations: “The Other Side is the Enemy!” (~30 min) |
|
| Dismantling Myth No. 2 in Healthcare Payer Negotiations: “The Other Side Always Lies!” (~30 min) |
|
| Interactive Payer Negotiation Exercise (~2 h) |
Building on the earlier Payer Negotiation Strategy Exercise, each group will first prepare the negotiation for each scenario. Each group will then implement the negotiation with the expert as the payer at the other side, and with the other participants having the opportunity to contribute at the payer side. After each negotiation round, the expert will deliver a rating for how the group performed, along with his recommendations. |
| Wrap-up Discussion and Final Q&A (~15 min) |
UPCOMING DATES & FORMATS - FEES
26 November 2025
Live online (CET timing)
Early bird € 1 470
(until 24/10/2025)
(Full fee € 1 670)
TIMING & LOCATION
Live Online (CET): Zoom sessions between 9 AM and 5 PM CET (Brussels, Amsterdam, Paris time).
Live Online (EST): Zoom sessions between 8 AM and 4 PM EST (Eastern Standard Time).
Face-to-Face: Held at the Crowne Plaza Brussels Airport (Da Vincilaan 4, 1831 Brussels), between 9 AM and 5 PM CET. Preferential hotel rates available for participants.
All practical details will be shared upon registration. For any questions, please contact Margherita Mutto or call +32 472 03 11 38 .
GROUP DISCOUNTS
Team discounts can be offered to 2 or more delegates from the same company.
Email Annelies Swaan, Director Business Operations, for more details.
HOW TO REGISTER
Click the green “Register” button on your preferred course session.
The registration wizard will guide you through the process.Alternatively, download the offline registration form and send the completed form to Annelies Swaan.
PAYMENT OPTIONS
Credit Card: You’ll receive a secure payment link with your invoice (no immediate payment required).
Bank Transfer: Details provided with your invoice.
For help with registration, email Annelies Swaan or contact her by phone at +32 486 98 52 49.
INCLUDED IN THE REGISTRATION FEE
Access to a highly interactive, small-group online course (max 20 participants)
Course materials in both digital and hard copy format
Certificate of attendance signed by the experts and CELforPharma
VAT INFORMATION
Prices exclude VAT. VAT application depends on course format and your location:
Face-to-Face in Belgium: 21% Belgian VAT applies
Live online courses & self-study programme: The applicable VAT depends on your invoicing address. Contact your local VAT office for refund procedures where applicable.
TRANSFER & CANCELLATION POLICY
Flexible Transfer
If a registrant is unable to attend the scheduled course, they can avoid any cancellation charges by providing a suitable replacement participant.
Alternatively, the registrant may transfer once, on a 'space-available' basis and at no extra cost, to another course of the same value held within one year of the original course date, provided this is done at least three weeks prior to the event.
Registration Cancellation
Less than 14 days prior to the course date: The registrant is liable to pay the full invoiced registration fee.
Between 15 and 30 days prior to the course date: The registrant is liable to pay 50% of the invoiced registration fee.
More than 30 days prior to the course date: The registrant is liable to pay a cancellation fee of € 450 per registrant.
If a registrant postpones their participation to a future course and subsequently cancels again, no refund will be issued for the registration fees.
People attending this course are typically also interested in: