Biotech Values

[iwfal]

On small biotechs rarely partnering when they say they will -

Actually Paul Goddard was a senior executive on the other side of partnership discussions when he was at Smithkline, and John Varian is a top notch executive who has handled many negotiations from the sale of Neurex, to the sale of Genset, on very good terms.

The following really is meant as a question - not push back: So, what then is your explanation for why small biotechs routinely fail to get anywhere near the timeline they broadcast for partnering?

BTW - I once had an interesting discussion with a consultant who taught what is sometimes called "win/win" negotiations (often brought in for specific important negotiations). His comment was that often in big companies the vast majority of higher level VPs are inteachable wrt win/win negotiations. They feel that they can't have won unless the other guy lost - which in his opinion resulted in some remarkably stupid contracts. The speculation he touched on was that VPs are VPs because they are competitive as hell.