Tech Transfer Central

Licensing Tactics for University TTOs: How to Turn the Tables on Corporate Negotiators

Format: On-Demand Video/Transcript, or DVD
Originally presented: May 31, 2011

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Price: $197
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Like it or not, industry negotiators gauge a deal based on their bottom line, and they’ll use every trick in the book to come out on top…

One thing you can be sure of when you enter a license agreement negotiation with a corporation: The people at the table are very good at what they do. If they sense weakness, they’ll exploit it. In short, they play hardball, and you must be prepared to match them pitch for pitch.

Wouldn’t it be great to have an inside look at their playbook? To understand their tactics, predict their responses, know their next move, and anticipate their ploys and counters?

What better way to do just that than to hear directly from the “other side” and get a rare glimpse into what goes on “behind the curtain” during industry-university negotiations. That’s why Technology Transfer Tactics’ Distance Learning Division has recruited a top IP attorney who negotiates licensing deals on behalf of corporations, who’ll reveal the tricks of the trade used by corporate negotiators so you can be prepared and improve your negotiating position.

Licensing Tactics for University TTOs:
How to Turn the Tables on Corporate Negotiators

When you listen to this 90-minute program, you’ll walk away with a wealth of negotiation strategies and tactics that will help you secure the best deal for your valuable IP.

Here’s a sneak peek at the program agenda:

  • How to identify and respond to negotiation tricks, traps, posturing, and demands
  • Pre-negotiation strategies that lay the groundwork for a win-win agreement
  • How to use your negotiations to build solid, long-term relationships with licensees
  • Common deal-killing negotiating blunders
  • The art of give and take in license negotiations
  • Steps for understanding the licensee’s motivation, and how to leverage that knowledge to gain concessions
  • How cataloguing your strengths and weaknesses can translate into better terms
  • When to heed the flashing lights: cutting your losses and walking away

Plus gain insight on how to avoid these corporate “pet peeves”:

  • Overvaluation of IP
  • Unrealistic or rigid royalty expectations
  • Disregard for corporate time constraints

Your Expert Presenter:

Kristie D. Prinz, Esq. Ms. Prinz’s practice focuses on representing high tech and life sciences companies – from large multinationals to early-stage start-ups — in a variety of domestic and international transactional matters, including but not limited to technology licensing and research collaborations; development, supply, purchase, and commercial services agreements; nondisclosure agreements; mergers and acquisitions; and employment and severance agreements.

Ms. Prinz currently serves on the Programs Committee for the Science and Technology Law Section of the American Bar Association (ABA) and serves on the Advisory Board for the Silicon Valley Chapter of the Licensing Executives Society (LES).

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