Seminar Overview

You do not get the licensing agreement you deserve. You get the licensing agreement you negotiate.

Licensing intellectual property is extremely complex as there are potentially thousands of permutations to licensing agreements. Thus, tens of millions of dollars can be earned or lost at the negotiating table. Senior executives involved with licensing technology must have a firm grasp of cutting-edge negotiating strategies as well as the nuances of negotiating tactics.

This seminar consists of a unique blend of licensing specific issues that arise during licensing IP as well as general negotiation strategies that apply to negotiations of every kind. This course is replete with case studies and best practices that will provide you with practical insight for boosting returns on your licensing initiatives.

Specific licensing issues to be addressed include:

• Royalty rates - minimums, phase-ins, ascending, descending
• Upfronts and milestones
• Granting options to take a license
• Sponsored research
• Royalty stacking
  
• Grant-backs
• Sublicensing issues (e.g. vetoes, audits)
  
• Fields of use
• Most favored nation licensing
• Have-made rights
• Managing litigation
• Royalty audits
  
• Definitions of common licensing terms (e.g. revenue, annual)
  
• Maximizing duration of license
  
• Terminating license
  

Strategic negotiating issues to be covered include:

• Determining when/what to negotiate
• Pre-negotiation due diligence and competitive intelligence
• Assessing decision rights
• Team management and use of agents
• Assessing your relative strengths and vulnerabilities versus those of your adversary
• Painting a vision of value – begin negotiations before you get to the negotiating table
• Managing negotiating gambits
• Opening offers
• Concessions
• Counter offers
• Nibbling, crunching, etc.
• Strengthening walk-away points and avoiding argument dilution
• Deal structuring options
• Tips for defeating common negotiating tactics
• Limited authority
• Good cop/bad cop
• Exploding offers, etc.
• Detecting and defeating lies
• Managing renegotiations

David Wanetick, Managing Director, IncreMental Advantage, LLC--a valuation firm with an expertise in valuing intangible assets and emerging technologies--based in Princeton, NJ. Representatives from more than 850 Fortune 1000 companies have participated in programs produced by IncreMental Advantage. David is the author of three books that have achieved world-wide acclaim, including the only two books that unveil Industry Analysis. He has been a guest on CNBC, Bloomberg and CNNfn and has been quoted in the Wall Street Journal, Barrons, Investor’s Business Daily, Boards & Directors, and many other newspapers, blogs and magazines throughout the United States. His articles on Valuing Patents and Early-Stage Technologies and Negotiating Licensing Agreements have been published in Intellectual Asset Management, CEO Magazine, Licensing Journal, Willamette Insights, Valuation Strategies, IP Frontline, Technology Transfer Tactics, Inventor's Digest, The Canadian Institute of Chartered Business Valuators, and others. He speaks about issues of Financial Modeling, Negotiations, Business Valuation and IP Valuation before many organizations and corporations. He has lectured all over the United States, in Canada, the United Kingdom, Belgium, Singapore, Kuwait, Malaysia, Hong Kong and Israel.

*This seminar is also offered on a custom basis. The content can be customized to meet your company's specific needs and can also be delivered exclusively to your employees at your offices.

For further information, please contact Neomi Barazani at 609-919-1895 ext. 100 or neomi@incrementaladvantage.com.*

Seminar Schedule

Seminar Length: Approx. 3.5 hours
 
Atlanta, GA - September 14, 2010 - Location:
Woodcock Washburn LLP
1180 Peachtree Street, NE
Suite 1800
Atlanta, GA 30309-3531
Time: 1:30 PM - 5:00 PM
 
Houston, TX - September 21, 2010 - Location:
Akin Gump Strauss Hauer & Feld LLP
1111 Louisiana Street
44th Floor
Houston, TX 77002-5200
Time: 1:30 PM - 5:00 PM

Philadelphia, PA - September 29, 2010 - Location:
Akin Gump Strauss Hauer & Feld LLP
Two Commerce Square
2001 Market Street
Suite 4100
Philadelphia, PA 19103-7013
Time: 1:30 PM - 5:00 PM 

Raleigh, NC - October 7, 2010 - Location:
TBD
Time: 1:30 PM - 5:00 PM

London, UK - October 12, 2010 - Location:
Akin Gump Strauss Hauer & Feld LLP
Eighth Floor
Ten Bishops Square
London,   E1 6EG
Time: 1:30 PM - 5:00 PM

Brussels, Belgium - October 15, 2010 - Location:
TBD
Time: 1:30 PM - 5:00 PM

Chicago, IL - October 20, 2010 - Location:
Marshall, Gerstein & Borun LLP
Willis Tower
Suite 6300
233 S. Wacker Drive
Chicago, IL 60606
Time: 1:30 PM - 5:00 PM
 
Boston, MA - October 27, 2010 - Location:
Posternak
The Prudential Tower
800 Boylston Street
Boston, MA 02199
Time: 1:30 PM - 5:00 PM
 
Montreal, Canada - November 4, 2010 - Location: TBD
Time: 1:30 PM - 5:00 PM
 
Princeton, NJ - November 9, 2010 - Location:
Incremental Advantage Inc.
4390 Route 1
Suite 214
Princeton, NJ 08540
Time: 1:30 PM - 5:00 PM
 
Webinar - November 15, 2010 - Location: Central Time
Time: 1:30 PM - 5:00 PM
 
Silicon Valley, CA - November 19, 2010 - Location:
TIPS Group
1000 Elwell Court, Suite 150
Palo Alto, CA  94303-4318
Time: 1:30 PM - 5:00 PM
 
San Diego, CA - November 23, 2010 - Location:
Procopio, Cory, Hargreaves & Savitch LLP
525 B Street, Suite 2200
San Diego, CA 92101
Time: 1:30 PM - 5:00 PM
 
Vancouver, Canada - November 26, 2010 - Location: TBD
Time: 1:30 PM - 5:00 PM
 
Washington DC - December 1, 2010 - Location:
Dickinson Wright
International Square 1875 Eye St., N.W., Suite 1200
Washington, D.C.- 20006
Time: 1:30 PM - 5:00 PM 

Webinars: This rate is for one participant. Distribution of login information is prohibited. Site licenses for up to five participants are available for $1,795. To arrange a site license, please contact Neomi Barazani at 609-919-1895 ext. 100 neomi@incrementaladvantage.com