Group AG and Medius have designed an intensive two day industry specific programme that will embed negotiating skills as a core competence in individuals and teams engaged in business development and licensing. It will enable participants to negotiate more effectively across organisational and cultural boundaries.
The course covers key issues such as
- Pre-negotiation issues : the business and the negotiating process
- Understanding the counter- party’s position
- Key Issues in different types of licensing agreements
- Planning the negotiations : strategy and process
- Negotiation styles : individuals, groups and organisations
- Managing the negotiation process and tactics
- Team roles and tasks
- Negotiating across national borders
- Optimising the agreement structure : financial issues and IPRs
- Pre-signature issues
- Implementation of the agreement
The impact of this programme comes from –
- pre course interviews in which participants review their personal objectives
- active learning based on simulations with video feedback that allows both individuals and the group to monitor their progress throughout the course
- post course one-to-one feedback sessions allowing personal coaching
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