Negotiation Strategies And Tactics Course

AUTM Annual Meeting

Negotiations Course

Tuesday, February 22
2 – 5:30 p.m.
Jackson Ballroom, Third Floor

Licensing professionals are subject to many internal and external pressures influencing their ability to negotiate effectively. This course examines sources of these influences and addresses ways to minimize their effect or to use them to one’s advantage in the course of negotiations. This course begins with attendees introspectively exploring their own negotiation style and identifying their personal strengths and weaknesses. Organization spheres of influence are examined to understand the goals and expectations of various stakeholders (senior leadership, supervisors, colleagues, inventors and the local business community), with an eye towards balancing orthogonal stakeholder interests in the course of a negotiation. The course concludes with understanding the impact of stress and emotion on negotiations.  This course is intended to empower those that negotiate regularly, regardless of experience level.

The Managing Influences in Negotiations Course is part of AUTM’s highly acclaimed 4-part series of presentations designed to enhance your negotiation skills, build your confidence in preparing for negotiations and executing winning negotiation strategies. This course is intended to empower those that negotiate regularly, regardless of experience level. Prior participation in other courses presented in AUTM’s Negotiation Workshop Series is not required.

Tuesday, February 22

1:30 – 2 p.m. Refreshments and Networking
2 p.m. Course Begins​ 
2:05 – 2:25 p.m. Welcome and Introductions
2:25 – 3:25 p.m. Organizational Spheres of Influence
3:25 – 3:45 p.m. Break
3:45 – 5 p.m. Negotiation Self-Assessment
Negotiation Tendencies and Styles
5 – 5:30 p.m. External Sources of Influence
5:30 p.m. Course Concludes / Wrap-up


Annual Meeting Sponsors

NIIMBL
Parker Highlander PLLC
PhRMA
Merck
Amster, Rothstein & Ebenstein LLP
KPPB
LifeArc
Michael Best & Friedrich
Osage University Partners
Wellspring
Blank Rome LLP
Novartis
Casimir Jones, SC
Computer Packages, Inc.
LockeLord
MPEG LA LLC
Royalty Pharma
Schwegman Lundberg & Woessner
Quarles & Brady LLP
Boehringer Ingelheim Pharmaceuticals Inc.
Marshall Gerstein
Baker Donelson
Cayuse
Thomas Horstemeyer LLP
RWS
DocuSign
Berggren
DRI Capital
InfoEd
Redpath Consulting Group
KISSPlatform Europe BV
Hogan Lovells
Irell & Manella
Licensing Executives Society
Hodgson_Russ
Goldberg_Segalla
NYU Langone