License negotiations are complex not only because they involve dense terms and clauses as well as competing interests, but also because they can be swayed significantly by emotions and human frailties. Every veteran tech transfer professional knows that the skilled negotiators on the corporate side will use every trick in the book to get a better deal, from feigning anger and citing “higher authorities” to playing your own administrators and faculty against you. The negotiator’s playbook is filled with strategies to throw you off base, frighten, cajole, intimidate, bait-and-switch, flip-flop, and overpower you into making concessions that could cost your university literally millions in licensing revenues. To level the playing field, you need to know how to recognize these tactics, and how to counter them effectively without losing your cool, your negotiating position, or the deal itself.
That’s why Technology Transfer Tactics has constructed this one-hour webinar featuring veteran TTO negotiator Zachary Miles, Esq., deputy executive director for the University of Utah’s Technology Commercialization Office. In this lively and interactive session, he’ll offer an inside look at the emotional triggers corporate negotiators use in an effort to fluster, confuse, and push you into agreeing to terms that tip the scales of the deal in the licensee’s favor. Join us on Tuesday, January 29th for Combating Tricks, Traps and Deceits in University IP License Negotiations. For complete program details and to register, CLICK HERE.
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Posted January 16th, 2013 under Audioconferences, Tech Transfer
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