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This course will provide tools to prepare technology transfer negotiations and improve skills to make moves both at and outside the negotiation table.

Why Join This Course?

The interactive workshops include two negotiation simulations and various case studies based on the real-life experience of the trainers. The participants will have the opportunity to assess their negotiation style and will receive feedback on how effective they are at the negotiation table.

Who Should Attend?

Knowledge transfer officers and legal advisors in charge of the negotiation of knowledge transfer deals with industry and/or other academic institutes.

This course is designed for professionals having at least two years of experience in knowledge transfer activities. Participants are expected to be familiar with the different types of knowledge transfer agreements and in particular licenses and collaborative R & D. The number of participants is limited to 16 people in order to make sure that all participants benefit from adequate feedback on their negotiation skills and style.

Learning Objectives

  • Adopt a negotiation approach aiming at achieving win-win deals.
  • Be able to balance cooperative and competitive approach at the negotiation table wisely.
  • Understand your negotiation style.
  • Know the psychological biases that can be used to shape perception.
  • Understand and protect yourself from dirty tricks.
  • Use and be aware of possible moves outside the negotiation table.
  • Be aware of body language

Course Topics

  • Win-win negotiations
  • The different types of negotiations
  • Shaping perceptions
  • Dirty tricks
  • Unblocking negotiations
  • Programme
  • Speakers


  • Wed 05 May 2021

    • 09:00 - 09:15    Course Introduction

    • 09:15 - 10:15    Introduction to negotiations

      This session introduces the concept of principled negotiation. This approach to negotiation focuses on the interests of the parties and aims at achieving win-win deals. The session provides guidelines on how to prepare negotiations and different approaches to create value.

    • 10:15 - 10:45    First negotiation: role play

      This negotiation role play is designed to challenge negotiating parties to get to a preferred win-win deal. There are, however, elements in the scenario that could spark conflict. Information sharing is key.

    • 10:30 - 10:45    Round 1: preparing for negotiations

      In small groups, you shall prepare your tactics for the first round of negotiations.

    • 10:45 - 11:15    Break

    • 11:15 - 12:30    Round 1: negotiation time

      Groups shall now practice their negotiation skills in this role play session.

    • 12:30 - 13:30    Lunch

    • 13:30 - 14:00    Round 2: preparing for negotiations

      During this time, your group will prepare your strategy for the next negotiations.

    • 14:00 - 14:45    Round 2: negotiation time

      Building on what you have learned in the first round. In this session, you will have another opportunity to work towards the best deal.

    • 14:45 - 15:15    Round 3: preparing for negotiations

      Prepare for the third and final negotiation role play session.

    • 15:15 - 15:45    Break

    • 15:45 - 16:45    Round 3: negotiation time

      At this final negotiation time of the day, participants should draw on the days learning and team work to find the best win-win solution.

    • 16:45 - 17:15    First negotiation role play: debrief

      Discussions on the parties’ interests: How did the participants share the information and what impact did it have on the results? What mediation was required? What did we learn from multi-party negotiations? Question and answer session.

    • 17:15 - 17:30    Introduction to the second negotiation role play

      Introduction to the case and distribution of the confidential information.

  • Thu 06 May 2021

    • 08:30 - 09:15    The negotiator’s dilemma

      Real-life negotiations need to include both cooperative and competitive elements. Negotiators face a dilemma in deciding when to pursue a cooperative and a competitive strategy. The session explores the tension between value-creating and competitive value-claiming strategies.

    • 09:15 - 10:15    Second negotiation: role play

      The negotiation simulation is a two-party, multi-issue negotiation in which participants are scored both on their performance in negotiating the substantive issues and on the quality of the established relationship.

    • 09:15 - 09:45    Clarifying the issues

    • 09:45 - 10:15    Round 2: preparing for negotiations

      Building on earlier learning, small groups will take this time to build their case for the next negotiation

    • 10:15 - 10:45    Break

    • 10:45 - 12:45    Round 2: negotiation time

      Building on your earlier experiences, bring your A game to the day’s final negotiation role play session.

    • 12:45 - 13:00    Collecting the results

      This brief session will allow the trainers to collect the results of the negotiation session and prepare for the debriefing later in the day.

    • 13:00 - 14:00    Lunch

    • 14:00 - 14:45    Reading body language

      Your body says a lot about you. The goal of this session is to make people aware of what their body discloses during a negotiation and give an introduction on how to observe the other party and determine the meaning of non-verbal cues. Elements of body language reading will be illustrated using scenes recorded during the second simulation.

    • 14:45 - 15:30    Second negotiation play: debriefing

      This session will present the results from the role play assignment and identify the participants’ negotiation styles.

    • 15:30 - 16:00    Break

    • 16:00 - 17:30    Power in negotiation

      There are different sources of power in negotiations. Having a strong Best Alternative to a Negotiated Agreement (BATNA) can boost your power at the negotiation table; a grasp of the substance is also very important. Time may play for or against one party, but in the end, the negotiation game is essentially about perception.

      This session shall primarily discuss the different elements of power in negotiation, with a focus on how to identify your BATNA, and the impact of time.

      The second part describes the techniques and dirty tricks used to shape perception and the associated psychological biases.

      The third part will demonstrate how these techniques and tricks are used, or can be used, in the framework of technology transfer contracts and negotiations.

  • Fri 07 May 2021

    • 08:30 - 09:15    3D negotiations: moves beyond the negotiation table

      In addition to unlocking value and using tactics at the negotiating table, negotiators need to master the third dimension of negotiation; “setting the table”. This is done by arranging the most promising negotiation situation and removing barriers to agreement.

    • 09:15 - 10:30    Unblocking negotiation: case study

      Identifying the barriers to an agreement is a key negotiation skill. This case study describes a blocked negotiation. Participants have to identify possible ways to unblock it.

    • 10:30 - 11:00    Break

    • 11:00 - 12:30    Wrap up: negotiation challenges

      This session is devoted to the discussion of practical negotiation challenges or blockages faced by the participants.

    • 12:30 - 13:30    Lunch


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