Beyond the Science: Decoding the "Globally Street Smart" Approach to Negotiation
By Achilleas Tyrovolas Business Development Associate
July 7, 2026
Helena Strigård
CEO and Founder of Ventures Accelerated
Beyond the Science: Decoding the "Globally Street Smart" Approach to Negotiation
In the high-stakes world of life sciences, where technical data often takes center stage, it is easy to forget that at the heart of every multi-million dollar investment or cross-border partnership, there are human beings. For Helena Strigård, Founder and Senior Advisor at Ventures Accelerated, the secret to navigating these complex arenas is about being “globally street smart.”
In a recent interview, Helena shared her perspective on why authenticity, a tolerance for friction, and the ability to "read the room" from a macro perspective are the tools to thrive in negotiations.
Authenticity: The Universal Key
While many negotiators focus on rigid tactics, Helena advocates for a more fundamental approach: authenticity. Whether you are dealing with a trade union, a government ministry, or a global pharmaceutical giant, she views authenticity as "a key that usually works for all locks".
"It breaks through whatever differences of culture and settings," she explains. By focusing on human interaction and being present in the relationship, negotiators can find common ground even when the organizations involved are vastly different.
Embracing Conflict as a Professional Tool
One of the most significant hurdles for negotiators, particularly those from Nordic background, is an inherent aversion to conflict. Helena argues that in order to succeed, especially as a woman in global negotiations, you must shed the fear of being "inconvenient".
"In negotiations, you must not be afraid of conflict or friction," Helena notes. "We are human beings, we are having fun, and then we go into negotiations and there will be conflicts, but we're cool with that because it’s our job". This professional distance allows negotiators to treat disagreements as a "neutral fact" or "the process of solving an equation", rather than a personal dispute.
The Power of Walking Away
Confidence often comes from your level of dependency. Helena highlights that the party not tied to a specific timeframe usually holds the upper hand. Being very clear on what risks you are willing to take and having the resolve to walk away from the table can be a powerful strategic move.
Even when you don't have the upper hand, Helena suggests a "gamble" of sorts: maintaining confidence and a degree of "coldness", without arrogance, to show that you are not desperate. "I want to show what I'm bringing, and I will not be knocking on their door again and again".
From Macro to Micro: The Dual Line-Up
Helena’s own career path, starting from holistic roles at the Ministry of Finance, has given her a unique "macro" advantage. This perspective allows her to read the room and stratify communication, though she is the first to admit that a "dual line-up" is often necessary.
"You need the person that can go into details, into the tech, science, and metrics," she says. "But that is quite likely not the same person who will be able to unlock something when the parties can't come any further". Negotiating as a team, like playing a game of chess, creates a dynamic where different pieces move together toward a shared goal.
Storytelling: Connecting the Science to the Market
A common struggle for founders is balancing being data-driven with the need for compelling storytelling. For Helena, these are not mutually exclusive. "It’s not about what you want to say; it’s about what they want to hear".
Successful negotiation requires cutting through scientific material to prioritize what matters most to the recipient, while staying true to the metrics and the clear facts that the Nordics are known for. When you are clear on your value and where you want the market to go, storytelling becomes the bridge that connects your core assets to a successful deal.