Licensing Workshop Learning Objectives

This is a two-day, hands-on negotiations training workshop for university technology transfer professionals to prepare them to efficiently and effectively negotiate and close deals that advance their institution’s mission and build solid relationships with licensees. The program will cover important communications and negotiations skills, essential negotiation preparation methods and specific negotiation strategies and tactics, and will provide participants the tools to make them more effective and confident negotiators immediately.

Learning Objectives

• Familiarization with fundamental negotiation concepts, including distributional vs. integrative negotiation; negotiating positions vs. Interests; BATNA (no-deal options); resistance price vs. target price vs. opening price; the role of opening positions and concessions in negotiations; closing the negotiation
• Preparing your organization for negotiations by identifying your core licensing practices/policies and forming the negotiation team; defining what is a favorable outcome in a negotiation
• Managing the licensing process from development of deal terms to execution of the license agreement
• Identifying industry norms for use as objective benchmarks in negotiation with respect to both business and legal terms
• Researching and analyzing the licensee, marketplace, value chain and profit model
• Increasing your negotiating leverage; addressing real and perceived power asymmetries
• Separating the deal issues from the people to close sound deals and build strong relationships
• Applying concepts to university spinout companies