The Pharma Licensing Negotiation Course
With Dr Roger Cox
Course Details
Achieving success in a pharma licensing negotiation process hinges on meticulous management of each step involved.
Apart from knowing the theoretical framework, one must also gain significant practical expertise to ensure favourable outcomes.
To speed up your learning curve, it is best to learn from a true industry expert and gain hands-on experience in realistic scenarios that accurately replicate the intricacies of the BioPharma sector.
That is why we structured this course around role-plays in typical (commercial) BioPharma licensing situations.
The hands-on learning methodology is designed to teach the tools and tricks of each step of the licensing negotiation process: from planning to internal negotiations, making the first contact, term sheet assumptions, resolving issues, and finally closing a contract.
By participating in this course, you will not only be able to learn directly from an experienced pharma licensing negotiation veteran, but you will also have the unique opportunity to share experiences, have in-depth discussions and network with a small group of international peers.
The licensing course exceeded my expectations. The role-playing and negotiation simulations were especially productive. Excellent presentations and guidance from Roger, and great support from CELforPharma. I would recommend this course to anyone involved in licensing and negotiations.
Viatris
Zafeirios Anagnostopoulos, Senior Medical Manager Business Development - Global - April 2025
The skill set required to successfully negotiate licencing deals in the pharma-biotech world, to persuade and build consensus.
What you need to prepare and check before starting a negotiation.
The methods for determining value and how to use a financial modelling spreadsheet to improve negotiation outcomes.
Practise negotiating skills in four interactive role-plays featuring typical Pharma/Biotech licensing situations.
The differences between integrative and distributive negotiation strategies and tools to improve leverage.
The various types of licencing agreements used in pharma-biotech, and methods to determine royalty rates and value sharing.
I’m glad I participated in this course — I learned a lot! The tools were really helpful, and I also learned a great deal from working with the spreadsheets. Thank you very much!
Expanscience
Sacha Marsollier, Business Development International Project Manager - France - April 2025
To see the detailed agenda, please submit your details in the form below the table.
Day 1
| Welcome and Introductions (~30 min) |
| Negotiation Skills (~1 h) |
| Preparation for Negotiation and Value Analysis (~1 h 15 min) |
| Advantages and Pitfalls of Different Negotiation Tools (~30 min) |
| Lunch Break |
| Role Play – Preparing to Negotiate (~45 min) |
| Negotiation Styles and Presentation Skills (~45 min) |
| Developing Leverage and Negotiation Tactics (~45 min) |
| Role Play – Term Sheet Assumptions (~2 h: 1 h 15 min on day 1, 45 min on day 2) |
Day 2
| Licences, Royalties and Milestones (~1 h 30 min) |
| Role Play – Licence Negotiation (~1 h) |
| Role Play – Term Sheet Assumptions (~45 min, continued from day 1) |
| Lunch Break |
| Role Play – Term Sheet Negotiation (~1 h 30 min) |
| Term Sheet Presentations, Feedback & Learnings (~45 min) |
| Critical Success Factors in Contract Negotiation (~45 min) |
| Course Learnings and Conclusions (~30 min) |
To see the detailed agenda, please submit your details in the form below:
Dr Roger Cox has 30 years of experience in licensing, encompassing both large and small pharma/biotech companies.
Currently a Regional Advisor for UK and Europe with Plexus Ventures, Roger was formerly an Executive Director with J&J’s Global Pharma BD Group where he negotiated over 50 commercial licencing agreements.
Roger is a highly regarded pharma licensing veteran. His course participants highly value the opportunity to tap into his exceptional knowledge and expertise, backed up by an impressive career.
The course is very interactive and the role-play exercises enable you to put the theory into practice. Roger is such a great teacher, he provides a pretty nice 360° overview of the negotiation concepts in pharma licensing activities while giving key tips for your tool box.
Skymab Biotherapeutics
Aiphi Andrée Nguyen, CEO - France - April 2024
This practical Pharma/Biotech negotiation course is designed for:
Business development and licensing managers 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.
Would you like to receive a list of anonymised participant profiles from previous sessions?
Email Annelies Swaan
The average Recommendation Score from participants of the last session was
9,0/10!
Testimonials from past participants:
The licensing course exceeded my expectations. The role-playing and negotiation simulations were especially productive. Excellent presentations and guidance from Roger, and great support from CELforPharma. I would recommend this course to anyone involved in licensing and negotiations.
Viatris
Zafeirios Anagnostopoulos, Senior Medical Manager Business Development - Global - April 2025
This course is a great opportunity to revisit the always-important theory, and especially to practise and learn through hands-on experience.
Tecnimede
Filipe Pernas, Business Development Manager - Portugal - April 2025
I’m glad I participated in this course — I learned a lot! The tools were really helpful, and I also learned a great deal from working with the spreadsheets. Thank you very much!
Expanscience
Sacha Marsollier, Business Development International Project Manager - France - April 2025
Great hands-on negotiation training from an expert, alongside great peers.
Gergely Vértes, Biotech Launch Lead - Rare Disease Expert - Belgium - April 2025
This course has been a great deep dive into pharma licensing negotiation. Both the content and the trainer met my expectations and I would recommend it to anyone that wants to know more and improve about the topic.
Viatris
Guillermo De Barnola, Forecasting & Performance Manager - Switzerland - November 2024
Very interactive course enriched by Roger's expertise and the possibility to practice the concepts in the role plays.
BIAL
Maria Sampaio, Business Development & In-Licensing Manager - Portugal - November 2024
The course is valuable for reinforcing key negotiation concepts and gaining insights from an experienced trainer, making it an excellent opportunity to develop these essential skills.
Inmunotek
Carlos Subiza, Legal Affairs - Spain - November 2024
The course is very interactive and the role-play exercises enable you to put the theory into practice. Roger is such a great teacher, he provides a pretty nice 360° overview of the negotiation concepts in pharma licensing activities while giving key tips for your tool box.
Skymab Biotherapeutics
Aiphi Andrée Nguyen, CEO - France - April 2024
By attending this course, you get new ways to view negotiation stages and roles. And you get insight into some pharma-specific details that hadn’t been exposed to me before. Also the role-plays were a great learning experience. Thanks!
ImmunoPharma
Kjetil Ramsøy, Director, Corporate Development & Special Projects - Norway - April 2024
Good course to start learning about negotiations! I highly valued the experience of Dr. Roger Cox, the team work and the preparations and coordination by CELforPharma. I recommend this course!
Cloverty
Ana Fernandez, Administrative Technician and Translator - Spain - April 2024
This course was a breath of fresh air, filled with knowledge, great discussions, unexpected ideas and unique individual approaches to each one. I do believe the course will bring outputs according to everyone's initial expectations and even more. Thank you, Roger, for sharing your deep knowledge and for such a pleasant and light vibe within the whole course that was built by your teaching style!
YURiA Pharm
Olesia Paliichuk, Senior Business Development Manager - Ukraine - April 2024
Fantastic course! Thank you, Roger and thank you, CELforPharma. 2 days well spent.
Bluepharma
José Dias, Business Development Manager - Portugal - December 2023
Valuable course for relevant specialists.
Nordic Pharma
Kirill Politkin, Director General Export - United Kingdom - October 2023
Thanks for the great training course during these two days! It was of a great value, I appreciate the shared experiences from Roger and the discussions with other attendees. Very positive and inspiring 2 days!
NRS Innovation
Brahim Sennane, Transfer & Licensing Manager - France - June 2023
This is a perfect course for anyone wanting to learn about licensing negotiation within the pharma industry. It was really useful, not only in terms of the theoretical part but especially thanks to putting that theory into practice with experienced participants during exciting negotiation role-plays.
Biofarm
Monika Witkowska-Kubicka, Key Account Manager - Poland - June 2023
Thank you CELforPharma for this opportunity! This course is definitely worth attending for anyone in a similar profession to mine and I will certainly recommend it to others.
Polisano Pharmaceuticals
Vivian Diaconescu, Chief Commercial & Business Development Officer - Romania - June 2023
A most valuable course for the business development professional! The course was excellent, particularly the instructor, content and participants. Very much looking forward to applying the learnings!
Vifor Pharma
Joel Krauser, Director - Switzerland - November 2022
Thanks Roger and CELforPharma for this enjoyable and valuable training. I found it very useful as it catered to different stages of development within the profile of negotiating and had lots of real-life examples to connect with what we have learned. We were able to practise our negotiation skills with each other during the role-plays and also learn by witnessing other people negotiate, which was great.
Tecnimede
Francisco Cabrita, Business Development Manager - Portugal - October 2022
Well structured, suitable for upcoming bus dev position. I highly valued the role plays.
Kora Healthcare
Conor O’Daly, CEO - Ireland - June 2022
An excellent way to sharpen your negotiation skills! It was great to meet Roger and my peers for sharing our respective negotiating experiences.
Theranexus
Simon Slarko, Scouting & Business Development Manager - France - June 2022
Great interaction, content and communication. Seeing practical examples and practicing real cases was extremely useful.
Leukocare
Tanja Vukićević, Director / Head of Business Development - Germany - June 2022
This course is excellent and taught by an expert!
Bial
Madalena Pedro Oliveira, Head of In Licensing Office - Portugal - December 2021
Totally enjoyable course: perfectly organised, with a small group of participants from the field, with interactive role-plays, full of insights for everyone, and with useful tools, of course. Thank you Roger for the course. Thank you Barbara and CELforPharma team for the organisation and service.
Yuria-Pharm
Vitalina Nikitina, Senior Business Development Manager - Ukraine - December 2021
Excellent course. Highly practical and well delivered. Great delivery by Roger and excellent facilitation by CELforPharma.
GSK
Ramya Devanand, Global Strategic Insights Director - United Kingdom - October 2021
Dr. Roger Cox is highly skilled and the learning outcome from him and the participants exceeded my expectations. I can highly recommend this course.
Fagron
Johan Verlinden, Global Head of Legal & M&A - Belgium - October 2021
Great experience, excellent participants and a wonderful opportunity to learn a lot in a relatively short timeframe.
Galenika
Milorad Ilic, Executive Director for Investment Projects and International Business Development - Serbia - October 2021
I enjoyed this course very much, especially the practical parts and the topics on negotiation tools and creating leverage. Roger did a great job presenting the course and CELforPharma did a great job in supporting Roger and the group. Thanks a lot!
Pharmstandard Ventures
Elena Starikova, Acting Head - Russian Federation - May 2021
Very interactive and well organised course. I especially appreciated the small class size and the role playing. As a BD professional at a biotech company, this course has expanded my skill set and confidence for future drafting and negotiation of license proposals.
Salipro Biotech
Maria Lisa Knudsen, Business Development Director - Sweden - May 2021
The Pharma Licensing Negotiation Course is a very interesting 2-day training, run by a very knowledgeable expert. The role-plays give you a good idea of the real-life experience. It gave me confidence in negotiating future licensing deals.
Norgine
Anais Lesimple, Business Development Manager - United Kingdom - February 2021
This is a great course that I am so grateful to have been a part of. Thank you all for all the hard work you have put into it!
Philex Pharmaceuticals
Fatima Abed, Business Development Consultant - Jordan - February 2021
This course covered all relevant questions I had!
Dendorf Associates
Joachim Becker, Principal - United States - February 2021
23-24 October 2025
Live online (CET timing)
Early bird € 2 670
(Full fee € 2 870)
(until 19/09/2025)
27-28 November 2025
Brussels
Early bird € 2 970
(Full fee € 3 370)
(until 10/10/2025)
Special Offer for Biotech Executives:
Executives from biotech start-ups (companies that do not have products on the market yet) and academia can apply for a € 400 discount. Please email Annelies Swaan, Director Business Operations, for more details.
Group Discount:
Team discounts can be offered to 2 or more delegates from the same company.
Email Annelies Swaan, Director Business Operations, for more details.
Information about Locations and Timing:
Live online CET courses take place on Zoom between 9 AM and 5 PM CET (Brussels, Amsterdam, Paris time zone).
Live online EST courses take place on Zoom between 8 AM and 4 PM EST (Eastern Standard Time).
Face-to-face courses are held in the Crowne Plaza Brussels Airport hotel (Da Vincilaan 4, 1831 Brussels) running from 9 AM to 5 PM CET. We have an agreement with this hotel to offer beneficial room rates.
You will receive all practical details after your registration.
For any questions related to the above, please do not hesitate to email Margherita Mutto or contact her by phone at +32 472 03 11 38 .
How to Register
Click the green "Register" button on the course session of your preference or download the offline version of the registration form here.
The registration wizard will guide you through the personal and company data that we need to process your registration.
You have the choice between 2 payment options:
Payment by credit card. You will not be required to pay immediately, but you will receive a secured payment link together with the invoice.
Payment via bank transfer
Click "Register Now". You will be sent an automatic email confirming your registration followed by a personal email containing an invoice and further payment instructions.
For assistance with your registration, please email Annelies Swaan or contact her by phone at +32 486 98 52 49.
Included in the Registration Fee:
For live online courses:
Access to a virtual small-class (max 20 participants), expert led course in real-time, using an interactive platform for break-out rooms, whiteboard exercises, polling, plenary discussions and chats.
Course material will be provided to you in both digital format (by email) and in hard copy (by post, so you can make notes during the course).
Certificate of attendance signed by the expert and CELforPharma.
For face-to-face courses:
Participation in a small-class (max 20 participants), expert led face-to-face course with interactive group exercises and plenary discussions. You will have the opportunity to meet the expert and discuss your own projects/issues during the breaks.
Course material will be provided to you in both digital format (by email) and in hard copy (so you can make notes during the course).
Opportunities for networking and informal discussions during coffee/tea breaks and lunch.
A group dinner in a nearby restaurant on the evening of day 1.
Certificate of attendance signed by the expert and CELforPharma.
Special Offer for Biotech Executives:
Executives from biotech start-ups (companies that do not have products on the market yet) and academia can apply for a € 400 discount. Please email Annelies Swaan, Director Business Operations, for more details.
VAT Information
The prices on our website are excluding VAT. Depending on the format of the course (face-to-face in Brussels or live online or self-study programme) and your location, we are obliged by Belgian law to apply VAT.
We are obliged by Belgian law to apply VAT in the following cases:
Face-to-Face public course organised in Belgium
Article 53 of the European Union VAT Directive 2006/112 states that : “The place of supply of services in respect of admission to cultural, artistic, sporting, scientific, educational, entertainment or similar events, such as fairs and exhibitions, and of ancillary services related to the admission, supplied to a taxable person, shall be the place where those events actually take place.”
If the course that you register for takes place in Belgium, we are obliged to charge 21% Belgian VAT.
However, you can recover this Belgian VAT through the refund procedure. Note that this procedure differs depending on the country where you are located. It is best to contact your local VAT administration for this.
Online Public courses - live webinar
Webinars where the participants can communicate among themselves or ask questions to the speaker(s) (be it verbally, via a chat function or similar), are considered as ‘a service supplied by electronic means’ by the Belgian VAT administration.
According to Article 56 of the European Union VAT Directive 2006/112, these services supplied by electronic means take place where the customer is established. Therefore, we follow the VAT rules applicable to the country of your invoicing address.
Self-Study Programme:
A self-study programme is a service provided electronically. It is the period of self-study that is the most important in our self-study Basics of Health Economics and not the kickoff and closing webinars. As a result, the place of the service is where the customer is established. Therefore, we follow the VAT rules applicable to the country of your invoicing address.
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.
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.
Benefits of CELforPharma’s face-to-face courses:
You have the unique opportunity to interact one-to-one with the expert(s).
Plenty of opportunity for informal one-to-one and group conversations with your international peers to exchange experiences and ideas, to discuss issues and to network.
Face-to-face interactions allow for more depth during Q&As and group work.
You can step away from your daily routine in the office and enjoy a more focused learning experience in a comfortable business hotel environment.
Benefits of CELforPharma’s live online courses:
The formal programme is as impactful as a face-to-face course thanks to the highly interactive format (using breakouts, polls, quizzes …).
No travel & accommodation expenses
You can attend the course from the comfort of your own office or home.
We send you the course materials by post so that you can take notes and fully engage with the course content.
No, if you choose credit card payment, we will send you a secure payment link together with the invoice.
Team discounts can be offered for 2 or more registrations confirmed at the same time. The level of discount will depend on the number of registrations and the availability of seats.
Email Annelies Swaan, Director Business Operations, for more details.
Depending on the format of the course (face-to-face in Brussels or live online or self-study programme) and your location, we are obliged by Belgian law to apply VAT in the following cases:
Face-to-Face public course organised in Belgium
Article 53 of the European Union VAT Directive 2006/112 states that : “The place of supply of services in respect of admission to cultural, artistic, sporting, scientific, educational, entertainment or similar events, such as fairs and exhibitions, and of ancillary services related to the admission, supplied to a taxable person, shall be the place where those events actually take place.”
If the course that you register for takes place in Belgium, we are obliged to charge 21% Belgian VAT.
However, you can recover this Belgian VAT through the refund procedure. Note that this procedure differs depending on the country where you are located. It is best to contact your local VAT administration for this.
Online Public courses - live webinar
Webinars where the participants can communicate among themselves or ask questions to the speaker(s) (be it verbally, via a chat function or similar), are considered as ‘a service supplied by electronic means’ by the Belgian VAT administration.
According to Article 56 of the European Union VAT Directive 2006/112, these services supplied by electronic means take place where the customer is established. Therefore, we follow the VAT rules applicable to the country of your invoicing address.
Self-Study Programme:
A self-study programme is a service provided electronically. It is the period of self-study that is the most important in our self-study Basics of Health Economics and not the kickoff and closing webinars. As a result, the place of the service is where the customer is established. Therefore, we follow the VAT rules applicable to the country of your invoicing address.
Our face-to-face courses are held in the Crowne Plaza Brussels Airport hotel (Da Vincilaan 4, 1831 Brussels).
We have an agreement with this hotel to offer beneficial room rates. Upon your registration, we will assist you to make your hotel booking.
For any assistance in this matter please do not hesitate to email Margherita Mutto, Course Coordinator, or contact her by phone at +32 472 03 11 38.
We do not record our live online public courses as we want to offer a safe environment for all attendees to share their experiences and freely ask questions.
This way, by participating in our courses, you do not only learn from our expert faculty but also from your international peers in the room.
No, we don't sell the course materials as a stand-alone.
Without the expert's explanation, the exercises and the discussions with other course participants, there is very little value in the slides.
Email Inge Cornelis (Director, Client & Product Projects) to help you choose the course that is best suited.
Yes!
We have helped many managers to set up an in-house training programme for their team.
Email Inge Cornelis (Director, Client & Product Projects) to discuss your team training needs.
Do you have any other questions?
Email Annelies Swaan or call +32 486 98 52 49.
People attending this course are typically also interested in:
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Course Details
Dates & Locations
The audience for this course is restricted to a maximum of 8 delegates.
Special offer for biotech start-ups & academia: Apply for a € 400 discount. Contact Annelies Swaan for more details.
Upcoming Session
23-24 October 2025, Live online (CET timing)
Early bird € 2 670
(Full fee € 2 870)
(until 19/09/2025) Prices are excl. VAT
Achieving success in a pharma licensing negotiation process hinges on meticulous management of each step involved.
Apart from knowing the theoretical framework, one must also gain significant practical expertise to ensure favourable outcomes.
To speed up your learning curve, it is best to learn from a true industry expert and gain hands-on experience in realistic scenarios that accurately replicate the intricacies of the BioPharma sector.
That is why we structured this course around role-plays in typical (commercial) BioPharma licensing situations.
The hands-on learning methodology is designed to teach the tools and tricks of each step of the licensing negotiation process: from planning to internal negotiations, making the first contact, term sheet assumptions, resolving issues, and finally closing a contract.
By participating in this course, you will not only be able to learn directly from an experienced pharma licensing negotiation veteran, but you will also have the unique opportunity to share experiences, have in-depth discussions and network with a small group of international peers.
The licensing course exceeded my expectations. The role-playing and negotiation simulations were especially productive. Excellent presentations and guidance from Roger, and great support from CELforPharma. I would recommend this course to anyone involved in licensing and negotiations.
Viatris
Zafeirios Anagnostopoulos, Senior Medical Manager Business Development - Global - April 2025
The skill set required to successfully negotiate licencing deals in the pharma-biotech world, to persuade and build consensus.
What you need to prepare and check before starting a negotiation.
The methods for determining value and how to use a financial modelling spreadsheet to improve negotiation outcomes.
Practise negotiating skills in four interactive role-plays featuring typical Pharma/Biotech licensing situations.
The differences between integrative and distributive negotiation strategies and tools to improve leverage.
The various types of licencing agreements used in pharma-biotech, and methods to determine royalty rates and value sharing.
I’m glad I participated in this course — I learned a lot! The tools were really helpful, and I also learned a great deal from working with the spreadsheets. Thank you very much!
Expanscience
Sacha Marsollier, Business Development International Project Manager - France - April 2025
To see the detailed agenda, please submit your details in the form below the table.
Day 1
| Welcome and Introductions (~30 min) |
| Negotiation Skills (~1 h) |
| Preparation for Negotiation and Value Analysis (~1 h 15 min) |
| Advantages and Pitfalls of Different Negotiation Tools (~30 min) |
| Lunch Break |
| Role Play – Preparing to Negotiate (~45 min) |
| Negotiation Styles and Presentation Skills (~45 min) |
| Developing Leverage and Negotiation Tactics (~45 min) |
| Role Play – Term Sheet Assumptions (~2 h: 1 h 15 min on day 1, 45 min on day 2) |
Day 2
| Licences, Royalties and Milestones (~1 h 30 min) |
| Role Play – Licence Negotiation (~1 h) |
| Role Play – Term Sheet Assumptions (~45 min, continued from day 1) |
| Lunch Break |
| Role Play – Term Sheet Negotiation (~1 h 30 min) |
| Term Sheet Presentations, Feedback & Learnings (~45 min) |
| Critical Success Factors in Contract Negotiation (~45 min) |
| Course Learnings and Conclusions (~30 min) |
To see the detailed agenda, please submit your details in the form below:
Dr Roger Cox has 30 years of experience in licensing, encompassing both large and small pharma/biotech companies.
Currently a Regional Advisor for UK and Europe with Plexus Ventures, Roger was formerly an Executive Director with J&J’s Global Pharma BD Group where he negotiated over 50 commercial licencing agreements.
Roger is a highly regarded pharma licensing veteran. His course participants highly value the opportunity to tap into his exceptional knowledge and expertise, backed up by an impressive career.
The course is very interactive and the role-play exercises enable you to put the theory into practice. Roger is such a great teacher, he provides a pretty nice 360° overview of the negotiation concepts in pharma licensing activities while giving key tips for your tool box.
Skymab Biotherapeutics
Aiphi Andrée Nguyen, CEO - France - April 2024
This practical Pharma/Biotech negotiation course is designed for:
Business development and licensing managers 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.
Would you like to receive a list of anonymised participant profiles from previous sessions?
Email Annelies Swaan
The average Recommendation Score from participants of the last session was
9,0/10!
Testimonials from past participants:
The licensing course exceeded my expectations. The role-playing and negotiation simulations were especially productive. Excellent presentations and guidance from Roger, and great support from CELforPharma. I would recommend this course to anyone involved in licensing and negotiations.
Viatris
Zafeirios Anagnostopoulos, Senior Medical Manager Business Development - Global - April 2025
This course is a great opportunity to revisit the always-important theory, and especially to practise and learn through hands-on experience.
Tecnimede
Filipe Pernas, Business Development Manager - Portugal - April 2025
I’m glad I participated in this course — I learned a lot! The tools were really helpful, and I also learned a great deal from working with the spreadsheets. Thank you very much!
Expanscience
Sacha Marsollier, Business Development International Project Manager - France - April 2025
Great hands-on negotiation training from an expert, alongside great peers.
Gergely Vértes, Biotech Launch Lead - Rare Disease Expert - Belgium - April 2025
This course has been a great deep dive into pharma licensing negotiation. Both the content and the trainer met my expectations and I would recommend it to anyone that wants to know more and improve about the topic.
Viatris
Guillermo De Barnola, Forecasting & Performance Manager - Switzerland - November 2024
Very interactive course enriched by Roger's expertise and the possibility to practice the concepts in the role plays.
BIAL
Maria Sampaio, Business Development & In-Licensing Manager - Portugal - November 2024
The course is valuable for reinforcing key negotiation concepts and gaining insights from an experienced trainer, making it an excellent opportunity to develop these essential skills.
Inmunotek
Carlos Subiza, Legal Affairs - Spain - November 2024
The course is very interactive and the role-play exercises enable you to put the theory into practice. Roger is such a great teacher, he provides a pretty nice 360° overview of the negotiation concepts in pharma licensing activities while giving key tips for your tool box.
Skymab Biotherapeutics
Aiphi Andrée Nguyen, CEO - France - April 2024
By attending this course, you get new ways to view negotiation stages and roles. And you get insight into some pharma-specific details that hadn’t been exposed to me before. Also the role-plays were a great learning experience. Thanks!
ImmunoPharma
Kjetil Ramsøy, Director, Corporate Development & Special Projects - Norway - April 2024
Good course to start learning about negotiations! I highly valued the experience of Dr. Roger Cox, the team work and the preparations and coordination by CELforPharma. I recommend this course!
Cloverty
Ana Fernandez, Administrative Technician and Translator - Spain - April 2024
This course was a breath of fresh air, filled with knowledge, great discussions, unexpected ideas and unique individual approaches to each one. I do believe the course will bring outputs according to everyone's initial expectations and even more. Thank you, Roger, for sharing your deep knowledge and for such a pleasant and light vibe within the whole course that was built by your teaching style!
YURiA Pharm
Olesia Paliichuk, Senior Business Development Manager - Ukraine - April 2024
Fantastic course! Thank you, Roger and thank you, CELforPharma. 2 days well spent.
Bluepharma
José Dias, Business Development Manager - Portugal - December 2023
Valuable course for relevant specialists.
Nordic Pharma
Kirill Politkin, Director General Export - United Kingdom - October 2023
Thanks for the great training course during these two days! It was of a great value, I appreciate the shared experiences from Roger and the discussions with other attendees. Very positive and inspiring 2 days!
NRS Innovation
Brahim Sennane, Transfer & Licensing Manager - France - June 2023
This is a perfect course for anyone wanting to learn about licensing negotiation within the pharma industry. It was really useful, not only in terms of the theoretical part but especially thanks to putting that theory into practice with experienced participants during exciting negotiation role-plays.
Biofarm
Monika Witkowska-Kubicka, Key Account Manager - Poland - June 2023
Thank you CELforPharma for this opportunity! This course is definitely worth attending for anyone in a similar profession to mine and I will certainly recommend it to others.
Polisano Pharmaceuticals
Vivian Diaconescu, Chief Commercial & Business Development Officer - Romania - June 2023
A most valuable course for the business development professional! The course was excellent, particularly the instructor, content and participants. Very much looking forward to applying the learnings!
Vifor Pharma
Joel Krauser, Director - Switzerland - November 2022
Thanks Roger and CELforPharma for this enjoyable and valuable training. I found it very useful as it catered to different stages of development within the profile of negotiating and had lots of real-life examples to connect with what we have learned. We were able to practise our negotiation skills with each other during the role-plays and also learn by witnessing other people negotiate, which was great.
Tecnimede
Francisco Cabrita, Business Development Manager - Portugal - October 2022
Well structured, suitable for upcoming bus dev position. I highly valued the role plays.
Kora Healthcare
Conor O’Daly, CEO - Ireland - June 2022
An excellent way to sharpen your negotiation skills! It was great to meet Roger and my peers for sharing our respective negotiating experiences.
Theranexus
Simon Slarko, Scouting & Business Development Manager - France - June 2022
Great interaction, content and communication. Seeing practical examples and practicing real cases was extremely useful.
Leukocare
Tanja Vukićević, Director / Head of Business Development - Germany - June 2022
This course is excellent and taught by an expert!
Bial
Madalena Pedro Oliveira, Head of In Licensing Office - Portugal - December 2021
Totally enjoyable course: perfectly organised, with a small group of participants from the field, with interactive role-plays, full of insights for everyone, and with useful tools, of course. Thank you Roger for the course. Thank you Barbara and CELforPharma team for the organisation and service.
Yuria-Pharm
Vitalina Nikitina, Senior Business Development Manager - Ukraine - December 2021
Excellent course. Highly practical and well delivered. Great delivery by Roger and excellent facilitation by CELforPharma.
GSK
Ramya Devanand, Global Strategic Insights Director - United Kingdom - October 2021
Dr. Roger Cox is highly skilled and the learning outcome from him and the participants exceeded my expectations. I can highly recommend this course.
Fagron
Johan Verlinden, Global Head of Legal & M&A - Belgium - October 2021
Great experience, excellent participants and a wonderful opportunity to learn a lot in a relatively short timeframe.
Galenika
Milorad Ilic, Executive Director for Investment Projects and International Business Development - Serbia - October 2021
I enjoyed this course very much, especially the practical parts and the topics on negotiation tools and creating leverage. Roger did a great job presenting the course and CELforPharma did a great job in supporting Roger and the group. Thanks a lot!
Pharmstandard Ventures
Elena Starikova, Acting Head - Russian Federation - May 2021
Very interactive and well organised course. I especially appreciated the small class size and the role playing. As a BD professional at a biotech company, this course has expanded my skill set and confidence for future drafting and negotiation of license proposals.
Salipro Biotech
Maria Lisa Knudsen, Business Development Director - Sweden - May 2021
The Pharma Licensing Negotiation Course is a very interesting 2-day training, run by a very knowledgeable expert. The role-plays give you a good idea of the real-life experience. It gave me confidence in negotiating future licensing deals.
Norgine
Anais Lesimple, Business Development Manager - United Kingdom - February 2021
This is a great course that I am so grateful to have been a part of. Thank you all for all the hard work you have put into it!
Philex Pharmaceuticals
Fatima Abed, Business Development Consultant - Jordan - February 2021
This course covered all relevant questions I had!
Dendorf Associates
Joachim Becker, Principal - United States - February 2021
23-24 October 2025
Live online (CET timing)
Early bird € 2 670
(Full fee € 2 870)
(until 19/09/2025)
27-28 November 2025
Brussels
Early bird € 2 970
(Full fee € 3 370)
(until 10/10/2025)
Special Offer for Biotech Executives:
Executives from biotech start-ups (companies that do not have products on the market yet) and academia can apply for a € 400 discount. Please email Annelies Swaan, Director Business Operations, for more details.
Group Discount:
Team discounts can be offered to 2 or more delegates from the same company.
Email Annelies Swaan, Director Business Operations, for more details.
Information about Locations and Timing:
Live online CET courses take place on Zoom between 9 AM and 5 PM CET (Brussels, Amsterdam, Paris time zone).
Live online EST courses take place on Zoom between 8 AM and 4 PM EST (Eastern Standard Time).
Face-to-face courses are held in the Crowne Plaza Brussels Airport hotel (Da Vincilaan 4, 1831 Brussels) running from 9 AM to 5 PM CET. We have an agreement with this hotel to offer beneficial room rates.
You will receive all practical details after your registration.
For any questions related to the above, please do not hesitate to email Margherita Mutto or contact her by phone at +32 472 03 11 38 .
How to Register
Click the green "Register" button on the course session of your preference or download the offline version of the registration form here.
The registration wizard will guide you through the personal and company data that we need to process your registration.
You have the choice between 2 payment options:
Payment by credit card. You will not be required to pay immediately, but you will receive a secured payment link together with the invoice.
Payment via bank transfer
Click "Register Now". You will be sent an automatic email confirming your registration followed by a personal email containing an invoice and further payment instructions.
For assistance with your registration, please email Annelies Swaan or contact her by phone at +32 486 98 52 49.
Included in the Registration Fee:
For live online courses:
Access to a virtual small-class (max 20 participants), expert led course in real-time, using an interactive platform for break-out rooms, whiteboard exercises, polling, plenary discussions and chats.
Course material will be provided to you in both digital format (by email) and in hard copy (by post, so you can make notes during the course).
Certificate of attendance signed by the expert and CELforPharma.
For face-to-face courses:
Participation in a small-class (max 20 participants), expert led face-to-face course with interactive group exercises and plenary discussions. You will have the opportunity to meet the expert and discuss your own projects/issues during the breaks.
Course material will be provided to you in both digital format (by email) and in hard copy (so you can make notes during the course).
Opportunities for networking and informal discussions during coffee/tea breaks and lunch.
A group dinner in a nearby restaurant on the evening of day 1.
Certificate of attendance signed by the expert and CELforPharma.
Special Offer for Biotech Executives:
Executives from biotech start-ups (companies that do not have products on the market yet) and academia can apply for a € 400 discount. Please email Annelies Swaan, Director Business Operations, for more details.
VAT Information
The prices on our website are excluding VAT. Depending on the format of the course (face-to-face in Brussels or live online or self-study programme) and your location, we are obliged by Belgian law to apply VAT.
We are obliged by Belgian law to apply VAT in the following cases:
Face-to-Face public course organised in Belgium
Article 53 of the European Union VAT Directive 2006/112 states that : “The place of supply of services in respect of admission to cultural, artistic, sporting, scientific, educational, entertainment or similar events, such as fairs and exhibitions, and of ancillary services related to the admission, supplied to a taxable person, shall be the place where those events actually take place.”
If the course that you register for takes place in Belgium, we are obliged to charge 21% Belgian VAT.
However, you can recover this Belgian VAT through the refund procedure. Note that this procedure differs depending on the country where you are located. It is best to contact your local VAT administration for this.
Online Public courses - live webinar
Webinars where the participants can communicate among themselves or ask questions to the speaker(s) (be it verbally, via a chat function or similar), are considered as ‘a service supplied by electronic means’ by the Belgian VAT administration.
According to Article 56 of the European Union VAT Directive 2006/112, these services supplied by electronic means take place where the customer is established. Therefore, we follow the VAT rules applicable to the country of your invoicing address.
Self-Study Programme:
A self-study programme is a service provided electronically. It is the period of self-study that is the most important in our self-study Basics of Health Economics and not the kickoff and closing webinars. As a result, the place of the service is where the customer is established. Therefore, we follow the VAT rules applicable to the country of your invoicing address.
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.
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.
Benefits of CELforPharma’s face-to-face courses:
You have the unique opportunity to interact one-to-one with the expert(s).
Plenty of opportunity for informal one-to-one and group conversations with your international peers to exchange experiences and ideas, to discuss issues and to network.
Face-to-face interactions allow for more depth during Q&As and group work.
You can step away from your daily routine in the office and enjoy a more focused learning experience in a comfortable business hotel environment.
Benefits of CELforPharma’s live online courses:
The formal programme is as impactful as a face-to-face course thanks to the highly interactive format (using breakouts, polls, quizzes …).
No travel & accommodation expenses
You can attend the course from the comfort of your own office or home.
We send you the course materials by post so that you can take notes and fully engage with the course content.
No, if you choose credit card payment, we will send you a secure payment link together with the invoice.
Team discounts can be offered for 2 or more registrations confirmed at the same time. The level of discount will depend on the number of registrations and the availability of seats.
Email Annelies Swaan, Director Business Operations, for more details.
Depending on the format of the course (face-to-face in Brussels or live online or self-study programme) and your location, we are obliged by Belgian law to apply VAT in the following cases:
Face-to-Face public course organised in Belgium
Article 53 of the European Union VAT Directive 2006/112 states that : “The place of supply of services in respect of admission to cultural, artistic, sporting, scientific, educational, entertainment or similar events, such as fairs and exhibitions, and of ancillary services related to the admission, supplied to a taxable person, shall be the place where those events actually take place.”
If the course that you register for takes place in Belgium, we are obliged to charge 21% Belgian VAT.
However, you can recover this Belgian VAT through the refund procedure. Note that this procedure differs depending on the country where you are located. It is best to contact your local VAT administration for this.
Online Public courses - live webinar
Webinars where the participants can communicate among themselves or ask questions to the speaker(s) (be it verbally, via a chat function or similar), are considered as ‘a service supplied by electronic means’ by the Belgian VAT administration.
According to Article 56 of the European Union VAT Directive 2006/112, these services supplied by electronic means take place where the customer is established. Therefore, we follow the VAT rules applicable to the country of your invoicing address.
Self-Study Programme:
A self-study programme is a service provided electronically. It is the period of self-study that is the most important in our self-study Basics of Health Economics and not the kickoff and closing webinars. As a result, the place of the service is where the customer is established. Therefore, we follow the VAT rules applicable to the country of your invoicing address.
Our face-to-face courses are held in the Crowne Plaza Brussels Airport hotel (Da Vincilaan 4, 1831 Brussels).
We have an agreement with this hotel to offer beneficial room rates. Upon your registration, we will assist you to make your hotel booking.
For any assistance in this matter please do not hesitate to email Margherita Mutto, Course Coordinator, or contact her by phone at +32 472 03 11 38.
We do not record our live online public courses as we want to offer a safe environment for all attendees to share their experiences and freely ask questions.
This way, by participating in our courses, you do not only learn from our expert faculty but also from your international peers in the room.
No, we don't sell the course materials as a stand-alone.
Without the expert's explanation, the exercises and the discussions with other course participants, there is very little value in the slides.
Email Inge Cornelis (Director, Client & Product Projects) to help you choose the course that is best suited.
Yes!
We have helped many managers to set up an in-house training programme for their team.
Email Inge Cornelis (Director, Client & Product Projects) to discuss your team training needs.
Do you have any other questions?
Email Annelies Swaan or call +32 486 98 52 49.
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