• Search
  • Basket
    You have no items in your basket

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 - 10:30    Introduction to negotiations

      This session introduces the concept of principled negotiation. This approach to focuses on the interests of the parties and aims at achieving “win-win” deals. The session also provides guidelines on how to prepare negotiations. Before starting a negotiation, it is essential to understand who the actually parties are.

    • 10:30 - 11:00    Break

    • 11:00 - 12:15     First negotiation role play

      This negotiation role-play is a two-party, multi-issue negotiation. It is designed to challenge both parties to negotiate and achieve a win-win type of deal. Sharing information is key.

      Part 1: Introduction and clarification on the role play

      Part 2: Negotiation role play preparation

    • 12:15 - 13:15    Lunch

    • 13:15 - 15:00    First negotiation role play (cont.)

      • Negotiation simulation
      • Debriefing 

    • 15:00 - 15:30    Break

    • 15:30 - 16:15    The negotiator’s dilemma

      Real live negotiations essentially 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 and how to prepare to get more of what you want.

    • 16:15 - 16:45    Introduction to the second negotiation role play

      Introduction to the case and how to prepare for it.

    • 16:45 - 17:00    Summing up

      The course team and participants will review the day and the sum up the learning goals of the day.

  • Thu 06 May 2021

    • 09:00 - 11:15    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.

      • Clarifying the issues and the way to report results
      • Group discussion to further prepare the role
      • Negotiation simulation

    • 11:15 - 11:45    Break

    • 11:45 - 12:15    Non-verbal communication

      Your body says a lot about you. The goal of this session is to make people aware of what their body tells the other party and gives an introduction on how to observe the other party in a negotiation and determine the meaning of nonverbal clues in this setting.

      Elements of reading body language will be illustrated using scenes recorded during the second simulation.

    • 12:15 - 13:15    Lunch

    • 13:15 - 14:30    Second negotiation play: debriefing

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

    • 14:30 - 15:00    Break

    • 15:00 - 15:30    Online negotiations

      In practice commercial negotiations are made of a series of negotiations parts or rounds using face to face meetings but also different media and technologies including e-mails and videoconferences. Being able to choose wisely among the different modes requires careful consideration of the advantage and disadvantages that go along with each of these.

    • 15:30 - 16:00    Cultural aspects in negotiations

      Negotiation with a company in your own country is not the same as negotiating with a company in US or China. There are also cultural differences between European countries which need to be understood to be an effective negotiator. This session describes a few cultural dimensions that need to be understood to effectively deal with international negotiations and provide for some tricks to adjust your perceptions and actions to get better results.

    • 16:00 - 16:15    Summing up

  • Fri 07 May 2021

    • 09:00 - 10:30    Power in negotiations

      There are different sources of power in negotiations. This session first discusses those different elements. The second part describes the techniques and dirty tricks that are used to shape perception and the associated psychological biases.

    • 10:30 - 11:00    Break

    • 11:00 - 11:30    Unblocking negotiations and moves beyond the negotiation table

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

    • 11:30 - 12:30    Negotiation challenges you are facing

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

    • 12:30 - 12:45    Bringing it home

      Attending a negotiation course is just one stop in a long journey to develop negotiation skills.


  • Are you an ASTP Member?

  • Join ASTP

  • Register for Negotiation Skills for KTOs Course