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Executive Leadership Course: Improving Negotiations and Decision Making By Applying Game Theory (additional fees apply)

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.

Topics covered:

Decision making

Successful CEOs decision making

Parallel option assessment

Influencers of rationale decision making


First and second offer strategies

Multiple Equivalent Simultaneous Offers

Know when not to negotiate

The Right Rationale

Sources of Negotiation Power

Group negotiations


Traits of success influencers

How to weaken your opponent’s strategic moves

Influencing in the business environment

  • Date:Sunday, February 10
  • Time:1:00 PM - 5:30 PM
  • Room:Hudson/Empire
  • Location:7th Floor
  • Session Type:Educational Panel
  • Please submit your session questions in advance:

    Click here.

Harm-Jan Borgeld
Merck KGaA
Stefanie Schubert
SRH University Heidelberg