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Strategic Alliance Management Congress - Short Courses

Conference Proceeding CD Now Available
  • Speaker Presentations
  • Poster Abstracts
  • and More!


MONDAY, MAY 7 ( 9:00am - 12:00pm)

SC1: Managing Conflict in Alliances: Key Frameworks and Tools*Sponsored By
Vantage Partners


Renee Jansen, J.D., Senior Consultant, Vantage Partners

Patrick Petitti, Consultant, Vantage Partners

Alliances are all about differences, and so the management of difference - and the conflicts and challenges inherent in that - is what effective alliance management is all about. In the session you will learn a set of key frameworks and tools for the effective management of conflict, whether your role is someone actively involved as an antagonist in the conflict, an intervener in it, a coach to others, or an organizational conflict management capability builder. The models are based on the experiences of Vantage Partners playing all of these roles, in both the public and private spheres.

TUESDAY, MAY 8 (Light Dinner 5:30-8:30pm)

SC2: The Science of Negotiations*


Alessandro Foti, M.B.A., PMP, Director, Program Management, SpringLeaf Therapeutics, Inc.

Sometimes incorrectly thought to be primarily the realm of lawyers and business development professionals negotiating skills are essential to the success of a much broader range of individuals, from alliance managers, and project managers, to team leaders and executives. And far from being the "innate skill" that it is often touted to be, negotiation is a science rooted in game theory, psychology and behavioral sciences. The good news: it can be learned.

This workshop will explore key concepts in negotiation theory, and provide a primer for anyone interested in furthering their negotiation skills. There are several negotiation techniques, each with its pros and its cons, and the choice of each technique should be driven by the desired outcome of the negotiation. Our own personality and styles, however, predispose us to prefer one negotiating technique over the other. By understanding this bias and exploring how it may influence the outcome of their negotiations, participants will take the first steps towards improving their negotiating skills. In addition, we will review a number of frameworks, tools and techniques to further strengthen these skills, including tactics to deal with difficult negotiators, and key issues to be aware of in multi-party negotiations.

When viewing negotiation as a win-lose contest, individuals miss a tremendous opportunity for creating value for both sides. By the end of this workshop, participants will have gained a basic appreciation of the science and theory behind successful negotiations, and will be able to embark on their own journey to become successful negotiators, capable of creating value for themselves, their organizations, and their partners as well.

Key points:

  • Distributive bargaining vs. value creation: understand negotiating techniques and how to choose the one that is most appropriate for the desired outcome
  • Understand how our own personality biases us towards certain negotiation techniques even when such techniques may not help us achieve our goals
  • Explore key concepts in negotiation theory
  • Understand the role of proper preparation in successful negotiations, including tools such as the 7-element framework, the Influence Without Authority model and the concept of 3D negotiations
  • Learn to deal with difficult negotiators
  • Trading on differences: understand how to turn negotiations into a value-creating tools for both parties

* Separate registration required

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