Negotiation Strategies and Tactics Course Agenda

AbbvieLilly
AUTM Annual Meeting

Negotiation Strategies and Tactics Course Agenda

Tuesday, March 10
2 – 5:30 p.m.
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Tuesday, March 10

2 – 2:05 p.m. Course Introduction
2:05 – 2:40 p.m. Anchoring and Escalation​ 
2:40 – 3:50 p.m. Negotiating Tactics
  • Cooperative Negotiations
  • Getting to “Yes” Principles
  • Competitive Negotiations and Dirty Tricks
3:50 – 4 p.m. Break
4 – 4:50 p.m. Term Sheet Negotiations
  • Term Sheet Development Principles 
  • Developing Counter Proposals
4:50 – 5:20 p.m. Negotiations with Start-ups​
  • Start-up Specific Terms and Considerations
  • Due-diligence Issues
  • Renegotiations
  • Negotiation with Inventor-Led Start-Ups
5:20 – 5:30 p.m. Course Wrap-up
 


Annual Meeting Sponsors

AstraZeneca
Astellas
Elanco Animal Health
Osage University Partners
PhRMA
Amster, Rothstein & Ebenstein LLP
NIIMBL
Burford Capital
Merck
Parker Highlander PLLC
Boehringer Ingelheim Pharmaceuticals Inc.
Ventech Solutions Inc.
Pfizer Inc
Marshall Gerstein
Michael Best & Friedrich
LifeArc
Polsinelli PC
CSL Behring
Bereskin & Parr LLP
Novartis Institutes for BioMedical Research
Oblon
Hamilton Brook Smith Reynolds
Eli Lilly and Company
BCC Research
AbbVie
Schwegman Lundberg & Woessner
Wilson Sonsini Goodrich & Rosati
Blank Rome LLP
Aird & McBurney LP
MPEG LA LLC
Baker Donelson
Casimir Jones, SC
Royalty Pharma
Smith, Gambrell & Russell
Pabst Patent Group LLP
CrossPond Law
University of New Hampshire
Quarles & Brady LLP
Hodgson Russ LLP
Murgitroyd
Wellspring
TreMonti Consulting LLC
Licensing Executives Society