Negotiation is Another Word for Problem Solving (On-demand Webcast)

Recorded on 23 October 2018.

Sponsored by: 

Based on research and conferences conducted by the Harvard Negotiation Project, this webcast will cover techniques and tactics of principled negotiation, illustrating how to achieve great results while being decent and fair with colleagues or health authorities. Principled negotiation requires discipline and tact - it pushes hard on the merits of proposals while preserving relationships. It employs no tricks or posturing; negotiation is channeled into a problem-solving conversation.

Being a skilled negotiator is particularly important for regulatory professionals, interacting with a wide variety of teams, divisions, health authorities, etc – all with different objectives and concerns. Improve your negotiation skills in this webcast by learning to probe the interests of the other party, acknowledge feelings, listen actively, ask revealing questions, seek options for mutual gain and understand that the most powerful interests are basic human needs.

Learning Level

Intermediate: Content is designed based upon the assumption that individuals have basic knowledge of the topic(s) and/or demonstrated competence related to the topic(s). Higher-level concepts are introduced during lectures; exercises requiring synthesis and/or application of concepts are incorporated into the activity. 

Learning Objectives

Upon the webcast's conclusion, you will be able to: 

  • Understand negotiation and communication techniques to pursue win-win outcomes
  • Present information or ideas with diplomacy and authority
  • Harness the power of experts in your negotiations to strengthen your hand
  • Handle difficult negotiation tactics, questions or audiences

Who should attend?

  • Anyone negotiating agreements with internal development teams, external collaborators or health authorities
  • Anyone that needs to use negotiations to influence without direct management authority
  • Anyone tasked to facilitate discussion and agreement between differing parties



Frank Carillo, ceo, ECG

Frank originally learned negotiation principles and techniques at the Wharton School of Business.  Throughout his career, he’s demonstrated how communication strategy empowers people to build the explanations and advocacy necessary. Frank has worked with clients who present new drug applications to the Food and Drug Administration’s Advisory Committee meetings for approval and commercial release. Under his direction, ECG has supported over 165 FDA AdComms, including numerous first-in-class approvals across a wide variety of therapeutic areas and many Marketing Authorization Application approvals (including Oral Explanations and Scientific Advisory Groups) with the European Medicines Agency.