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ASTP/Praxis Training Courses- 28 - 30 January 2009, Leuven (Belgium)

ASTP, in association with Praxis, organises two training courses on: Fundamentals of Technology Transfer & Effective Negotiation in Technology Transfer

28 January 2009 - 30 January 2009


This Fundamentals course is organized in association with Praxis, the Technology Transfer Training Programme in the UK. It aims at people who are recently new in the profession (for between six months and two years) - long enough to have taken on a few cases, have encountered difficulties and realize that they need to do some training! This course will examine the entire spinout process in detail and will be of most benefit to those who have already worked in technology transfer for at least six months. This three-day program covers most of the things that a technology transfer needs know and be able to do including:

- Finding and appraising new technologies within the university (encouraging disclosures and deciding when you should patent)
- The patent process & minimizing costs
- What industry actually wants in terms of new technologies - what turns them on and what turns them off
- Marketing and finding licensees
- Contract law as it relates to IP (recognizing the differing legislative environments within Europe)
- Structuring, negotiating and doing deals with licensees.


Negotiating is one of those subjects about which we all know something but wish we knew more. Opportunities for negotiating occur many times throughout the day. Sometimes, we recognise them as negotiations, other times we think of them only as routine encounters where we are trying to influence someone to do things our way.
The ability to get others to co-operate with you is perhaps the most important interpersonal skill in your professional life. This cooperation factor, your skill at negotiating, will usually make the difference between high achievement and mediocrity - or even failure. Therefore, when you go up against a competent negotiator, it pays to be prepared to protect your organisation interests.
This Effective Negotiating Skills Course is designed to help you to become a more competent, effective and principled negotiator. In a series of highly interactive sessions, you will learn to recognize your own weaknesses and strengths as a negotiator. Intensive role plays using both generic and technology transfer oriented cases will give you the opportunity to implement new insights and to learn from others.

Course objectives
By the end of the programme you will:
- Understand the process of negotiation, the key stages and the behaviours required to manage the process during the various stages;
- Understand the concept of a negotiation range, how to set the range, benchmarking, value based entry positions, walk away alternatives and BATNA;
- Be able to plan and prepare for the negotiation in a systematic way, including analysis of needs, interests and power of the other party and how they can use this to identify the opportunities for value trading;
- Have a complete understanding of assertive conditional bargaining language for powerful and unambiguous negotiation and in business simulations, practice and receive feedback on the way they apply that language;
- Have a full awareness and application of the models for communicating effectively.
- Know how to deal with “difficult” negotiators and to identify negotiation tactics;
- Understand the dynamics of multi-party negotiations;