D8) Negotiations

Last updated on : 19 December 2025

Extract from TTO Handbook

Lectures from Workshops conducted by Venture Center as part of the FLCTD project supported by UNIDO-BEE-GEF

5 Days in person certificate course on “Technology Transfer in Practice”, Session 13 on “Negotiation and closing the deal” by Mr. John Fraser, 19 June 2025 (Video) | (Slides)
2 Days in person course on “Advanced Workshop on Tech Transfer”, Session 03 Lecture and Expert-led discussion on “Strategy and tactics in negotiations” by Mr. John Fraser and Dr. Richard Cahoon, 17 June 2025 (Video) | (Slides)

Exercises and case studies

5 Days in person certificate course on “Technology Transfer in Practice”, Exercise 4 on “Mock Negotiation” by Dr. Manisha Premnath, 19 June 2025 (Video) | (Case outline slides) | Slide 28 onwards

Other Relevant Lectures
(Not part of Workshops conducted as part of the FLCTD project supported by UNIDO-BEE-GEF)

Only Negotiations!, Part 16 of Only One Theme by Mr. Hasit Seth, 14 April 2023 (Video) | (Slides)
2 Day workshop on “Structuring, Negotiating and Closing Licensing Arguments” by Dr. Ashley Stevens, 7 October 2021 (Video)
Half Day workshop on “Understanding and Negotiating Commercial Agreements”, Session 03 Lecture on “Learning to Negotiate Agreements” by Mr. Nihal Kothari and Mr. Alhad Oak (LegaLogic Consulting), 5 October 2017 (Slides)
11 Day Startup Launch Accelerator Program, Workshop on “Crucial Conversations, Negotiations & Handling Disputes” by Ms. Protima Sharma, 5 December 2024 (Slides)
AIM Prime, Session 35 on “Art and Science of Negotiation” by Mr. Hasit Seth, 30 August 2021 (Video)
Talk on “Negotiation Techniques for Technology Entrepreneurs and Innovation Managers” by Mr. Hasit Seth, 30 May 2020 (Video)

References and additional reading/viewing

WIPO: “Successful Technology Licensing”. 2015
PON-Program on Negotiation at Harvard Law School: Free Reports and Program Guides
PON-Program on Negotiation at Harvard Law School: 7 Tips for Closing the Deal in Negotiations. 8 April 2025
The Best Way to Win a Negotiation, According to a Harvard Business Professor (Video)
WIPO: “Exchanging Value, Negotiating Technology, Licensing Agreements, a Training Manual”. November 2010
Intellectual Property Management in Health and Agricultural Innovation: A Handbook of Best Practices: “A Checklist for Negotiating License Agreements”. Chapter 11.11. Volume 2. 2007 | Page 168 to Page 187
Intellectual Property Management in Health and Agricultural Innovation: A Handbook of Best Practices: “Negotiating an Agreement: Skills, Tactics, and Best Practices”. Chapter 12.1. Volume 2. 2007 | Page 190 to Page 198