Tech Transfer Central

When License Negotiations Sour: Tips for Mending Fences and Saving the Deal

Format: Live Webinar, On-Demand Video/Transcript, or DVD
Wednesday, March 10, 2021 ~ 1:00-2:00 pm (Eastern Time)

Coronavirus update: Orders for all live programs will include up to five additional lines at no additional charge for staff within your organization who can attend remotely, and all live programs will include our digital package. Click here for more details.


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Price: $197
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Sometimes, license negotiations can veer in an unintended direction. There are several common scenarios that can result in a deadlock, or even bring bad blood to the table. Disagreements on valuations, whether to license to an inventor start-up or an existing company, rights to improvements, royalty rates, milestones, and choices regarding start-up leadership are all areas that can quickly derail a deal – and sour relationships with faculty or corporate licensees. 

When discussions break down, how can you course correct and get the parties back to the table and talking productively — and how can you repair fractured relationships, or prevent them from cracking in the first place? 

Tech Transfer Central has partnered with an expert team from the University of Texas at Austin to bring you this detailed webinar:

When License Negotiations Sour: Tips for Mending Fences and Saving the Deal

Join us on March 10th when we will discuss common scenarios that can bring negotiations to a screeching halt, proven tactics used to ‘mend fences’ to get the conversations moving again, and, most importantly, ways to prevent misunderstandings from the very start of negotiations.

The University of Texas at Austin’s primary approach is to foster a process of co-creation, which involves active listening, transparent communication, and collaborative development of goals and mutually satisfactory solutions to achieve those objectives for all parties. Our team of presenters will provide a deep dive into their approach. Here is a look at the program agenda:

  • Fostering co-creation: It’s all about communication:
    • Understanding each party’s goals, concerns, and constraints.
    • Communicate expectations early, with the deal breakers first
  • Handling conflicts when they arise:
    • When terms are perceived as “unreasonable” – making your case
    • When Sweetheart deals get sticky
  • Maintaining Inventor relationships when:
    • abandoning IP or filing on un-licenseable IP
    • no deals or bad deals
    • navigating negotiations with faculty start-up founders
  • Navigating Inter-Institutional negotiations:
    • When revenue-sharing expectations are not aligned
    • Differing philosophies on important licensing terms
  • Tactics for achieving co-creation, de-escalation and prevention:
    • Tactics that will be covered:
      • Unity within team
      • Unity beyond the team
      • When faced with an impasse, offer a bridge
      • Develop and leverage expertise to bolster trust in negotiations
      • Data driven decision making
      • Involve stakeholders early and often
      • Break negotiations into steps and establish expectations and deliverables at each step.
  • Additional considerations for urgent licensing situations (eg. COVID tech)

Plus: Join in the Q&A to get your specific negotiation questions addressed.

Meet your presenters:

Erin Overstreet, PhD, serves as Director of Licensing for the Office of Technology Commercialization at The University of Texas at Austin (UT Austin). In this role, she oversees the licensing team and the portfolios for physical, life and computer science technologies developed by UT Austin researchers. Dr. Overstreet leads the licensing team in assessing early stage technologies, identifying and defining market opportunities, fostering and advancing relationships, developing commercialization strategies, negotiating licensing agreements, and helping start up formation.

Dr. Overstreet joined OTC in 2013 as a Licensing Specialist and then advanced to Program Director for Life Sciences where she oversaw a licensing team that manages life sciences technologies at UT Austin. Prior to joining OTC, she was a Licensing Officer at the University of California, San Francisco from 2007 through 2012, where she was responsible for the IP management and commercialization of a large portfolio of biomedical technologies including medical devices, therapeutics, and diagnostics. Prior to her work at University California San Francisco, Dr. Overstreet was a postdoc at UCLA, studying neurobiology. She holds a B.S. in microbiology and a Ph.D. in molecular biology from The University of Texas at Austin.

Kristin Falkenstein, PhD, is a Technology Licensing Specialist in the University of Texas at Austin Office of Technology Commercialization, where she working with Inventors and patent attorneys to protect IP coming out of the Life Sciences Department, and assists in marketing those inventions to biotech and pharmaceutical companies worldwide.

Coronavirus update

In response to the spread of the COVID-19 virus and our customers’ efforts to minimize exposure through travel restrictions, at-home work, and reductions in internal gatherings for training and education, we are temporarily expanding our distance learning offerings to make all programs more accessible. Orders for all live programs will include up to five additional lines at no additional charge for staff within your organization who can attend remotely, and all live programs will include our digital package – the on-demand video and print transcript. These will be delivered soon after the live program with no extra fee. In the current climate resulting from pandemic control efforts, we hope these additional access options will help your organization continue to receive important professional education and training safely and regardless of travel and social distancing restrictions.

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Register Today!

Registration is $197 and allows access to one web connection and phone line for an unlimited number of people to listen in your organization. Gather your entire staff for maximum benefit.

Can’t attend live?

The on-demand digital package of this program includes the online video and digital transcript from the live program as well as the original program materials. Just choose your preferred format at checkout. A DVD copy of the program is also available as a $50 add-on.

Quality and Value

We stand 100% behind the quality and value of our products. If you are dissatisfied, simply let us know and we will send you an immediate refund for your entire order -- no questions asked.

CLP and CLE Credits Available

Many state bars require written certification of attendance from the program sponsor. When you receive the access instructions for a live webinar, you will be directed to a webpage to download program materials. Included in these materials is an attendance form which should be completed and returned to us immediately following the presentation.

Please review your State Bar’s policy on distance learning credits prior to submitting the non-refundable application fee. We submit CLE applications (excluding NY, NJ, IL, LA & PA) for an additional $50 (unless otherwise specified upon checkout). Approval times vary per state and cover all attorneys in attendance. Application is not a guarantee of approval and attendance forms must be submitted following the program.

CLP Credits are also available.

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