Strategies for Negotiating Licenses

General Negotiating Techniques

The best negotiators do not view obtaining a signature on a license agreement as the ultimate goal of the negotiations. Rather, they view a long-term, lucrative relationship with the other side as the primary objective of the negotiations. Thus, the best negotiators adhere to the following best practices of negotiations:

Create value before you allocate value. Thus, learn as much as possible about the true motivations and needs of the other side. Put as many issues on the table as possible so that you have more needs that you can satisfy during the deal structuring process.