Negotiation Strategies and Insights from Harvard Course ft. Sophie He, Head of M&A and Partnering at Bracco

A Dose of Reality with Charles Spence

In this episode, I talked with Sophie, a leader at the Italian pharmaceutical company Bracco, about her experiences and learnings at the Harvard’s negotiation course. Sophie shares her experiences attending the course, highlighting the immersive nature of the program and the diverse backgrounds of participants. We discuss her key takeaways from the course, including the importance of gathering information and maximizing value in negotiations.

The podcast also covers practical strategies for negotiating salaries and promotions, emphasizing the importance of understanding one's value and the company's perspective.

Here's what you're in:

• Where do people go wrong in negotiation?
• Is Trump a good negotiator?
• How could the Harvard Negotiation Course benefit people working in clinical research?

Timestamps:

01:41 Introduction to Bracco and Career Background

04:40 The Harvard Negotiation Course Experience - What's in it?

12:26 Key Takeaways from the Course

18:29 The Qualities of a Good Negotiator

20:42 How Good Negotiators Do Negotiation

26:44 Negotiating Better Salaries and Promotions

30:15 Final Thoughts on Negotiation

About Sophie

Sophie He is the Head of M&A and Partnering at Bracco, the globally leading players in diagnostic pharmaceuticals. She has over a decade of experience in the pharmaceutical industry. She has been heavily involved in M&A and business development, which goes with her passion of negotiation. Prior to her roles in pharma, she gained experience in consulting and banking. She holds a PhD from MIT and NUS (National Univeristy of Singapore), has recently attended a Harvard Course, and is a CFA holder.

Connect with Sophie

LinkedIn: https://www.linkedin.com/in/sophie-he-phd/

Website: https://www.bracco.com/

Harvard Course Link: https://www.exed.hbs.edu/changing-game-negotiation-competitive-decision-making

About me

My name is Charles Spence and I lead Discera. After many years working in the life-science recruitment world, I decided to work for myself. Before doing recruitment I graduated with a biomedical degree, have worked in hospitals (including translation work in Seoul, South Korea), and also spent a year working in diabetes research in Stockholm. After doing research and travel, a career in business and science felt the most appropriate.

In 2023, I decided to launch my firm - Discera Search. A firm committed to solving the biggest talent needs of early clinical stage SME biotechs on the East Coast and DACH.

Connect with me:

LinkedIn: https://www.linkedin.com/in/charles-spence-clinical/

Website: https://www.discera-search.com/

Opinions and comments expressed by the guest do not represent the company and are fully their own.