ABOUT THE COURSE

There’s more to an IP transaction than knowing what the deal terms should be. To negotiate an IP license for example we need to know about royalty models and royalty rates, grant and field structures, risk and liability provisions etc. But we also need to know negotiation strategies and techniques to achieve the best outcomes on all the terms of an IP license, or any other IP transaction.

Should we make the first offer in a royalty negotiation, or should we wait for the other party to do so ? Which is more likely to be advantageous to us ? Are there steps that we can take to make our proposals more persuasive to the other party ? How do we break down the other party’s resistance to our proposals ? How do we leverage our proposals to make them more compelling and attractive ? There is more to an IP negotiation than simply stating what you want. Doing that usually results in adversarial positions, and impasse in the negotiation.

How do you negotiate effectively, to maximise the deal terms in your favour, without putting at risk the important long term relationship that you want to establish ?

Join our experienced negotiation practitioner who will provide practical insights and share his negotiation experiences drawn from technology transactions he has negotiated.  This interactive workshop will provide participants the opportunity to role play and to put into practice the strategies and techniques learned.

At the end of this two day course, participants should have,
• improved their negotiation skills
• be able to achieve better financial terms in IP negotiations
• prepare for IP negotiations more strategically
• more effectively implement the psychology of persuasion in IP negotiations
• improve negotiation communication skills
• learn how to preserve and foster a good relationship with the other party in your IP negotiations
• Recognise negotiation behaviour

Topics that will be covered during the course include the following:
• Preparing effectively for IP negotiations
• The ONE HOUR preparation, for when there’s only one hour
• Gathering information about the other party
• Setting up meeting agendas to your advantage
• Understanding the psychology behind negotiations
• Techniques and strategies to influence and persuade
• Making Concessions but giving away the least
• How to make the other party negotiate the things that you want to negotiate
• How to make the other party focus on your needs in the negotiation
• Packaging proposals for better outcomes
• Dealing with the difficult negotiator
• “Dirty tricks” in a negotiation and how to deal with them
• Strategies to resolving an impasse – avoiding having to walk away
• Awareness of cultural aspects in negotiating.
• Negotiating with Americans

Please email your interest to jasvinder_singh@ipacademy.com.sg (Attn: Mr Jasvinder Singh). You will be informed of the course date/time when there is a minimum number of participants to run the course.