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What is Licensing Negotiation Strategies Guide about?

This document discusses intellectual property licensing negotiations. It outlines that negotiations have four phases: preparation, discussion, proposing, and bargaining. The preparation phase is the most important, where each party establishes goals and assembles an expert team. In the discussion phase, parties present their cases to understand each other. The proposing phase explores the relationship terms. Finally, in the bargaining phase, parties try to achieve their objectives by logically framing argum

Author

Lloyd Monton

Language

EN