Bio Alliance Negotiation Consulting
Licensing Contract with Japanese Pharmacos
Pharma Licensing Research, Inc.

Sumio Iwanami, Ph.D.
Win-Win Deals for Pharmacos Coming to Japan
For making a win-win deal, each party should well understand what the other party regards as of much value. Otherwise, each party may struggle to gain the terms being less valuable to it but much valuable to the other party. For obtaining more advantageous terms and conditions against the other party, you should know what is the realistic objective of the other party. Otherwise you may have to make more compromise than the other party expects. If a negotiator of a company outside Japan knows more about Japan, it can be much more successful in getting more and better deals in Japan. As far as we know, the primary reason for failing to reach a Win-Win Deals between Western pharmaco (even, big pharmacos) and Japanese pharmaco is without doubt misunderstanding in cultures, languages and commercial practices.

We are willing to make services to facilitate your pharma- and/or bio-business with Japanese entities.

Biography of President
2004- Pharma Licensing Research, Inc., President
Advisor for Novartis Pharma KK, BD&L 2004-2006
2001-04 Novartis Pharma KK, Head of Licensing., Worked for Novartis Pharma AG to conclude contractual deals with Japanese pharmacos, bio-ventures and academia.
1983-01 Yamanouchi Pharmaceutical Co., Ltd., Corporate License, International Business, Strategic Alliance, Research Alliances, Director, Worked to make alliances, to conclude contractual deals with pharmacos, bio-ventures, governmental institues and academia outside Japan.
1972-83 Yamanouchi Pharmaceutical Co., Ltd., Research Institute, Senior Chemist.
1971-72 Doctor of Technology, Ph.D., Kyushu University, Faculty of Technology
Institute of Industrial Science

License Executive Society (LES)
Japan Pharmaceutical Licensing Association (JPLA)@@

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