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Step 3 –Understand technology commercialization

CLAUDIA HERRERA AGAMEZ


Code 32786171

TEACHER
KARLA NATHALIA TRIANA

VALUATION AND NEGOTIATION OF TECHNOLOGY


GROUP: 212032_36

UNIVERSIDAD NACIONAL ABIERTA Y A DISTANCIA UNAD


BASIC SCIENCES, TECHNOLOGY AND ENGINEERING
INDUSTRIAL ENGINEERING PROGRAM
Barranquilla, 28 de april de 2019
Negotiation process flow chart

Start Here

The preparation

The discussion

The proposing

Process Yes No Process


The bargaining

End Process
Concept maps
Technology license

Negotiations and Licensing


The objective is to achieve an outcome, where each
side is clear on what it is giving and receiving from
the agreement

The team Negotiating The Term Heads of Agreement

It is unwise to negotiate on your own The process of negotiation is frequently Licence Fee  (also referred to as ‘lump Before any exchange of agreement
It is best to appoint a small team, which informal and, typically, is not completed in sum’, ‘down payment’ or ‘upfront fee’) is a templates begins, it is essential that a
can be as few as two people, to address a single meeting of the parties around the payment that, typically, is separate to ‘Heads of Agreement’ is discussed and that
pointson basics of the negotiations table. More usually, the parties meet several royalty payments. agreement is reached on each of the
To conclude terms, he must be times to discuss the technology. When they important aspects of the planned
convinced that the deal is right for his decide to enter into a formal licence Royalties  Normally, royalties are paid in interaction
organisation arrangement, specific individuals from the addition to the licence fee. They are based
team with a combination of technical and usually on a unit, a volume or a weight of
legal expertise are introduced on both sides sale – the ‘royalty base’. Is used frequently
to complete the deal and to sign a formal for the negotiation of a royalty.
agreement.
Setting the Royalty Rate  In setting the
royalty, consideration must be given to the
end-use or application of the product or
technology.

Minimum Royalty  The licensor should


have an expectation of achievable annual
sales. A minimum royalty can be based on
this market forecast.

Resetting Minimum Royalties  In the


event that the minimum royalty is not
achieved, partners usually build some scope
into the licence agreement for renegotiation
of the minimum royalty on reasonable
terms.
Concept maps
Technologic Contracts

Negotiations and Licensing


The objective is to achieve an outcome, where each
side is clear on what it is giving and receiving from
the agreement

The team Negotiating The Term Heads of Agreement

It is unwise to negotiate on your own The process of negotiation is frequently Licence Fee  (also referred to as ‘lump Before any exchange of agreement
It is best to appoint a small team, which informal and, typically, is not completed in sum’, ‘down payment’ or ‘upfront fee’) is a templates begins, it is essential that a
can be as few as two people, to address a single meeting of the parties around the payment that, typically, is separate to ‘Heads of Agreement’ is discussed and that
pointson basics of the negotiations table. More usually, the parties meet several royalty payments. agreement is reached on each of the
To conclude terms, he must be times to discuss the technology. When they important aspects of the planned
convinced that the deal is right for his decide to enter into a formal licence Royalties  Normally, royalties are paid in interaction
organisation arrangement, specific individuals from the addition to the licence fee. They are based
team with a combination of technical and usually on a unit, a volume or a weight of
legal expertise are introduced on both sides sale – the ‘royalty base’. Is used frequently
to complete the deal and to sign a formal for the negotiation of a royalty.
agreement.
Setting the Royalty Rate  In setting the
royalty, consideration must be given to the
end-use or application of the product or
technology.

Minimum Royalty  The licensor should


have an expectation of achievable annual
sales. A minimum royalty can be based on
this market forecast.

Resetting Minimum Royalties  In the


event that the minimum royalty is not
achieved, partners usually build some scope
into the licence agreement for renegotiation
of the minimum royalty on reasonable
terms.