Negotiating Tactics And Techniques For Software And Hi-tech Agreements (business & Economics)

Acknowledgements......Page 5 Author......Page 7 Preface......Page 8 Contents......Page 9 1. Understanding negotiating principles......Page 15 2. Preparing for negotiation......Page 23 3. Memoranda of Understanding and Heads Agreement......Page 47 4. Getting the content right......Page 51 5. Overcoming classic obstacles and obstructions......Page 89 6. Tactics of customers......Page 103 7. Further customers negotiating tactics......Page 113 8. Creative problem solving......Page 125 9. The use of non-verbals in negotiation......Page 133 appendices......Page 143 Appendix A Case study......Page 144 Appendix B Heads of Agreement for software distribution......Page 154 Appendix C Multimedia product licence and distribution agreement......Page 159 Appendix D Software Escrow agreement (multiple licensee)......Page 180 Appendix E Patent licence......Page 192 Appendix F Non-disclosure undertaking......Page 203 Appendix G Confidentiality letter......Page 204 Appendix H Confidentiality and non-disclosure agreement......Page 206 Appendix I Disputes and law......Page 209 Appendix J Sample Invitation to Tender (ITT)......Page 211 Glossary......Page 226 Recommended reading......Page 229 What does negotiating in the hi-tech sector involve? The hi-tech sector is different. Commercial negotiations tend to cover all aspects of the transaction, not just issues such as price, performance and deadlines. The high value attributable to the intellectual property element of technology transfer transactions adds an additional dimension. The sheer internationalism of sectors such as information technology, telecommunications, biotech and pharmaceutical technology increase the complexity of the cultural and legal issues that are relevant to the negotiator. How will this Report help your bu