Beyond the Deal: Building Trust that Delivers Long-Term Value

Featured Guest

Sang Le | Vice President, Head of Alliance Management | Zai Labs

Trust is the foundation of every successful alliance, yet it is rarely built in a single moment—it is co-created over time, beginning at the negotiation table. This fireside chat explores how alliance leaders can shape negotiations to establish trust early, ensure contracts are executable, and position partnerships for long-term value. 

Join Sharon Morgenbesser, PhD, CA-AM, and Sang Le, for a fireside chat as they unpack how experienced alliance managers can influence deal-making, navigate term sheets and amendments, and balance flexibility with accountability. The session will highlight how offering something to get something in negotiations fosters mutual trust and creates durable business value.