From time to time, the tutorial staff at Medius publish articles on various key topics in support of the training seminars that we provide. These appear in journals and are reproduced on our web site for ease of reference
Royalty Rates : Current issues and trends
Sharon Finch
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 larger companies with both development and commercial expertise who can bring their technology through to the market place.
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Negotiating with the British from across the waters
Andrew Gottschalk
Discussing culture is always tricky because there is no sitting on the fence; either one belongs to one culture or to another. How do we British negotiators see ourselves and how do our European partners see us.
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My colleague and I – Last minute planning for today’s negotiation
Andrew Gottschalk
Negotiating at short notice (probably in the half hour taxi ride from the airport!). In this article are some ideas and pointers towards good practice which will enhance your chances of surviving the negotiation.
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Negotiating with the Tribes: the Professional cultures of the Organisation
Andrew Gottschalk
In using the word tribe and linking it to professional cultures in organisations we can enhance our ability to navigate deals through complex organisations, "our later-day organisational jungle".
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How Organisations Negotiate : managing a love-hate relationship
Andrew Gottschalk
Organisations have taken on many of the characteristics of George Orwell’s “Big Brother”. Whether we like it or not their culture is part of our negotiation landscape.
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Negotiating performance clauses in licensing contracts
Roger Davies
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. Agreeing the performance measure is only the first step – there are then the penalties or possibly incentives for adhering to the agreed performance measures.
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Communicating during cross-cultural negotiations
Andrew Gottschalk
Executives actively engaged in international, cross-border 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 inherent in such linguistic muddling and provides some recommendations.
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