Practical Negotiations Virtual Course
Virtual! August 2-4, 2021
Daily: 3 – 4:30 p.m. ET / 2 – 3:30 p.m. CT
$225 AUTM Members / $375 Non-members
About This Course
This course covers advanced negotiation techniques, including practical responses to objections to proposed licensing terms, both financial and non-financial, how to respond to difficult people, communication modalities, negotiating without leverage and firm price contracts. Strategies for team negotiations will also be presented. 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.
The course will include group instruction and small group
Day 1: Key Terms to Negotiate in Every Contract | 3 – 4:30 p.m. ET
During the first day of the course, you will discover the key terms to negotiate in every contract: both financial and non-financial. Learn why each term is critical, the issues surrounding the term, and the positions each party may take during a negotiation. By the end of the day, you’ll have an arsenal of terms to bring to your next negotiation.
Day 2: Firm Price Negotiations & Team Negotiations | 3 – 4:30 p.m. ET
What is the correct approach for a “take it or leave it” offer? How should you approach express licenses as they become more prevalent? Day two will present a deep dive into firm price negotiations. After that discussion, you’ll discuss the ins and outs of team negotiations. Through group exercise, you’ll learn the pros and cons of negotiating in a team and how to go solo against a team.
Day 3: Negotiation Scenarios & Dealing with Difficult People | 3 – 5 p.m. ET
The final day of the course is all about interacting with people. Learn how the virtual world has impacted negotiations handled via phone, email and over video calls as compared to in-person negotiations. You'll also discover strategies for managing conversations with difficult people through theory and anecdotal experiences. The additional time on the final day's agenda is dedicated to attendee Q&A with our Instructors to ensure you will get all your questions answered.
For further information about this course, email Sammi Spiegel
, Professional Development Manager, or call +1-202-960-1791.
Sponsor This Course
Get your message in front of engaged tech transfer professionals. Custom packages fitting your needs are available. Email Casey Annunziata
, Sponsor & Exhibit Manager, or call +1-202-960-1782 for details.