End of the Partnering Campaign?

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End of the Partnering Campaign?

The Art of Wargaming

Successful Licensing Negotiations

Once formal negotiations to develop a license are underway, a number of issues need to be considered to ensure a profitable relationship for both parties.

Royalty Rates: Current Issues and Trends

For many small and start up companies, their partnering strategy will be a vital integral strand of their overall commercial strategy. This partnering strategy will often be based on finding a larger company with both development and commercial... Read more...

Negotiating with the tribes

The purpose of this article is to raise a few eyebrows – and perhaps a wistful smile – while at the same time drawing some illuminating parallels between tribal and professional cultures. The word ‘tribe’ brings... Read more...

Negotiating Performance Clauses In Licensing Contracts

Trusting a prized technology asset to another company will always require a number of guarantees, particularly if the licence granted is going to be an exclusive one. Of course actually agreeing the performance measure... Read more...

Negotiating with the British: From across the waters

Discussing culture is always a bit tricky because there is no sitting on the fence; either one belongs to one culture or to another. As Lawrence once put it, no one can choose to... Read more...

My Colleague and I—Last minute planning for today’s negotiation

We are going to negotiate, probably at short notice and without an opportunity to plan or rehearse except for the half hour taxi ride from the airport. In this short note I want to set... Read more...

How Organisations Negotiate

We often find ourselves negotiating with both people and their organisations. Like it or not, organisations and their culture are part of our negotiation landscape. It appears that the modern organisation has taken on... Read more...

Communicating During Cross Cultural Negotiations

Executives actively engaged in international, cross-border business transactions frequently express considerable concern about the levels of communication that exist within the negotiating process – particularly the global reliance on ‘business English’. This article analyses the problems... Read more...