This Workshop

There is more to negotiating a license or other IP transaction than turning up to a meeting and stating what we want. 

If the other party does that as well, the result could be the negotiation turning into a haggle where the perceived bargaining strengths dictate the outcome, rather than the outcome meeting the needs of each party. Or, the negotiation could move towards an impasse.

This workshop is about the best practice strategies developed at Harvard University’s Project on Negotiation that we can choose to employ to secure the best terms in a negotiation of a license and other IP transactions.

  • Should we make the first offer in a royalty negotiation, or should we wait for the other party to do so? Which strategy is more likely to be advantageous to us? 

  • What strategies can we employ to enlist the other party's cooperation in seeking solutions that meet our needs in the negotiation?
    What steps can we take to make the other party an active listener to our proposals?

  • What steps can we take to make our proposals more persuasive to the other party? 

  • How can we leverage our proposals to make them more compelling to the other party?

Unlike other negotiations where at their conclusion the parties never see each other again, when a licensor and licensee negotiate, the end of the negotiation is the beginning of a long term relationship, lasting many years, often until the expiration of a patent. 

How do we negotiate effectively to maximise the deal terms in our favour, without putting at risk this important long term relationship?

This is not a “generic” negotiation workshop. It is specifically about negotiating IP licenses and other IP transactions, practical examples and case studies of which are given throughout.


 

Insights

 

 

​What insights can you expect from our workshop?

 

Have a look at some of the recent editions of our newsletter IP Bits:

Who should make the first offer in a license negotiation?

Information is the Currency of a Negotiation

Sometimes its Better Not to Negotiate #1

Sometimes its Better Not to Negotiate #2

Sometimes its Better Not to Negotiate #3

 

Who should attend

​Everyone involved in the negotiation of license agreements, research and collaboration agreements, and other technology transactions, from universities and research institutes, to companies and government as well:

  • Tech transfer staff

  • Licensing staff 

  • Business development staff

  • Tech transfer associates

  • Tech transfer analysts

  • Start up companies

  • Lawyers

  • Patent attorneys

  • Business advisers