Download This PaperPartnering for Succeeding at Technology Commercialisation: A Negotiation Master Class Case Study
les Nouvelles - Journal of the Licensing Executives Society, Volume LV No. 2, June 2020
4 Pages Posted: 29 Jun 2020
Date Written: April 22, 2020
Abstract
Co-operations in which know-how and resources are synergistically combined increase the chances for effective commercialisation of new technologies in international markets. Negotiations are necessary for partnering and are a kind of collaborative problem solving. This requires soft and hard skills, as well as proper preparation. Mock negotiations are a praxis proven way to train and empower both aspiring and experienced negotiators. LESI and the European Patent Office (EPO) have jointly developed an advanced training format combining training on IP strategy and IP management with a three party negotiation case study about innovation management and patent transactions. Participants join negotiation teams and, in a “safe” environment, apply what they have learned and hence advance their soft skills. The three-party negotiation is about marketing a medical technology with an Industry 4.0 ICU console that requires a combined approach of IP, AI, GDPR, telemedicine, block chain, control of big data, patient specific customised therapy, re-use of consumables and many more current aspects.
Keywords: Technology commercialization, negotiation master class, international markets, mock negotiations, praxis, EPO
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