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BIO Executive Leadership Courses

Improving Negotiations and Decision Making By Applying Game Theory

Best Practices in Aligning Your Communications Strategy to Your Company’s Evolution

The courses will be held Sunday, February 10, in conjunction with the BIO CEO and Investor Conference. 

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Improving Negotiations and Decision Making By Applying Game Theory

1:00-5:30 pm, Sunday, February 10

This workshop on Negotiations and Executive Decision Making is designed for executives who wish to enhance their skills in negotiations, influencing and decision making. The uniqueness of this advanced workshop is to leverage the combination of these skills. You will not only learn to anticipate but also to plan strategically ahead by making use of insights from game theory, with the aim to improve decision making and negotiation outcomes. The learnings from game theory will be applied to real-life pharma/biotech cases.

Format: Featuring interactive sessions, facilitated discussions and in-class exercises, this workshop is primarily based on real-life pharma/biotech cases. The cases will be analyzed by uniquely combining the ideas of game theory and advanced business development practice.

Learning Objectives

By participating in this workshop, you will learn how to:

  • Improve your decision making by acquire a systematic framework for decision making using Game Theory.
  • Achieve better negotiation results by applying advanced negotiation techniques.
  • Enhance your influencing skills by applying learnings from the BD practice.
  • Master new strategies to steer business interactions.

Who should attend?

The workshop is designed for current and future executives with responsibilities or activities at the C-level or Senior Management who wish to improve their ability to create value through strategic decision making and successful negotiations. 

Faculty:

Harm-Jan Borgeld, CSAP, PhD, Head Alliance Management, Merck KGaA

Harm Jan Borgeld

Harm-Jan Borgeld is leading the alliance management department at Merck KGaA. The department is responsible for the commercial, development, research, and selected regional alliances. Before heading the alliance management department, he was leading a project team that worked on developing a novel immunotherapy to treat cancer. He started his work at Merck in the licensing and business development department. Prior to Merck, he was responsible for the business development activities of the Japanese firm, Kyorin Pharmaceuticals, in Europe. He received his MBA from the Rotterdam School of Management, the Netherlands / Haas Business School, US, and his PhD from the Faculty of Medicine, University of Nagoya, Japan, and graduated from the Wageningen University, the Netherlands.

Stefanie Schubert, CA-AM, PhD, Professor of Economics, SRH University Heidelberg

Sarah S

Stefanie Schubert is Professor of Economics at SRH University Heidelberg. Previously, she was assistant professor of organization theory and management at WHU-Otto Beisheim School of Management (Koblenz & Düsseldorf). Her expertise includes strategic decision making, managerial economics, and strategic alliances and networks. In addition, Stefanie is consultant for strategic management with a particular focus on conceptual strategy development and strategic behavior. She has published in distinguished international journals, such as the Journal of Health Economics, Applied Economics and Small Business Economics. She received her PhD from University Duisburg-Essen and graduated from Heidelberg University.

Topics covered:

Decision making

  • Successful CEOs decision making
  • Parallel option assessment
  • Influencers of rationale decision making

Negotiations:

  • First and second offer strategies
  • Multiple Equivalent Simultaneous Offers
  • Know when not to negotiate
  • The Right Rationale
  • Sources of Negotiation Power
  • Group negotiations

Influencing

  • Traits of success influencers
  • How to weaken your opponent’s strategic moves
  • Influencing in the business environment

Click to Download Sample Course Slides


Best Practices in Aligning Your Communications Strategy to Your Company’s Evolution

1:00-5:30 pm, Sunday, February 10

The advanced workshop on Best Practices in Aligning Your Company’s Communications Strategy is designed for senior executive management team members of biotechnology, medical and digital health technology, medical device and diagnostic companies.  The goal of this one of a kind, exclusive workshop is to provide various scenarios in a company’s evolution –private, public, pre-IPO, partnering, early-stage, clinical, commercial, and some of the critical path communications issues and opportunities that companies face.  Based on these real, but blinded case study examples, you will learn how to anticipate and navigate the various stakeholders and engage appropriately as well as understand when to partner with experts along the way.

In addition to the real case studies, an overview on critical thinking around stakeholder mix will be reviewed and discussed.

Learning Objectives:

  • Improve your understanding of how to anticipate issues and potential needs from a strategic communications perspective along the company lifecycle
  • Achieve a planning mentality by anticipating how to enhance vs. publicly manage potential company communications 
  • Enhance your corporate communications and story telling skills by applying learnings from various case studies
  • Master new appreciation for how you should lead your company through its evolution and build your brand for optional value and purpose.

Who Should Attend?

The workshop is designed for current and future executives with responsibilities at the C-level or in senior management who wish to improve their ability to create value and improve corporate reputation.

2019 Strategic Communications Faculty:

Sharon Correia, SVP, Integrated Communications, LaVoieHealthScience

Sharon Correia

Sharon has more than 20 years of life science marketing and corporate communications management experience at both public and private companies. Throughout her career, Sharon has worked on integrated corporate communications strategies for investor, media and professional advocacy relations; and she has led the communications process for multiple NDA approvals, product launches, as well as several sNDAs and IPOs.

Donna L. LaVoie, President & CEO, LaVoieHealthScience

Donna LaVoie

Donna is a proven strategic communications leader in biotechnology, healthcare, medical device and pharmaceutical fields. She is a trusted advisor on strategic communications issues.  Started in 2001, LaVoieHealthScience (LHS) is a strategic public relations agency providing corporate communications, public relations and investor relations to some of the world’s innovative companies in the sector.  For almost 20 years, Donna’s efforts combine building LaVoieHealthScience’s life science practices, strategic direction, core competencies, and team development. LaVoieHealthScience is an acknowledged leader in health science strategic communications and recognized as a top 30 independent healthcare agencies in the US. The agency has received more than 35 awards for its client work. In 2018,, LHS was inducted into the INC.5000 Hall of Fame – Fastest Growing Private Companies.

Donna’s focus is in helping clients build their companies and brands during transformational times. Her approach centers on bringing a credible voice to key audiences while providing strategic counsel that builds value and stakeholder engagement.

Client representation consists of growth businesses in health and science in the US, Europe and Asia covering complex communications issues.  She also serves as a connector of clients to industry, banking, investor and media contacts.

Paul Sagan, AVP, IR, LaVoieHealthScience

Paul Sagan

With the life of a close family member having been saved thanks to the recent revolution in immuno-oncology, life science communication holds particular meaning for Paul. He brings to LHS more than 20 years of experience in investor relations and corporate communications with both publicly traded companies and Wall Street IR consultancies through his work in senior communications positions at Thermo Electron, Allmerica Financial and Camp Dresser & McKee. Paul is skilled at communicating complex investment information about his life science clients to both the investment community and to the general public, and has advised more than 50 companies – from venture-backed startups to multi-national corporations.

Topics Covered:

Assessment Techniques

  • How to identify opportunities to story-tell and best practices
  • Avoiding red-flags
  • Time wasters

Channels

  • How to assess appropriate channels for communicating your company’s story throughout the development cycle
  • Navigating the regulatory path and compliance ditch

Relationships

  • How to build relationships with the right people to advance your story
  • When and how to call in a favor
  • How to be efficient with your time