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Why You Should Attend
This program follows up on an earlier program called Mastering Negotiations: The Significance of Planning and Preparation. If you have not completed that first program, you may do better if you do so before you start this one. but that is optional.
This program is made up of five episodes:
Episode 1 is the Introduction and provides the background information you'll need to complete this program;
Episode 2 covers the Evaluation Team
Episode 3 covers Histograms and issues surrounding the use of a Cleanroom;
Episode 4 covers the No-Shop Clause, Breathing Period, and what happens in the event of an Evaluation Failure;
Episode 5 covers a Dispute Resolution clause and the Evaluation Fee.
Objectives by Episode
1. Review parts of the information covered in Mastering Negotiations: The Significance of Planning and Preparation, which was the first course on this subject.
2. Gain sufficient context to successfully engage the next four episodes of this program.
1. Apply problem-solving strategy to negotiate the number of evaluators on and the composition of the evaluation team.
2. Negotiate terms to protect your client's intellectual property as it relates to the evaluation team.
1. Control critical information during questioning by your counterpart, MICRO's attorney.
2. Use effective questioning to gain information from your counterpart.
3. Negotiate to locate the cleanroom at your client's location.
4. Negotiate for the cleanroom access controls your client desires.
1. Apply problem-solving strategy to negotiate terms in response to MICRO's request for a "no-shop" interval.
2. Negotiate terms to establish a "breathing period," which would prohibit MICRO from conducting further research in the vision technology field for a specified interval.
3. Negotiate for agreement on a clause that stipulates what happens if MICRO abandons the evaluation after testing has begun.
1. Negotiate for a dispute resolution clause that stipulates how the two firms will settle disagreements.
2. Use zero-sum bargaining techniques to obtain agreement on an evaluation fee that fairly compensates GVP for the loss of engineering time engendered by the work of their engineers on the iChip evaluation.
What You Will Learn
This simulation will address key negotiating concepts, including the following:
• Effectively applying problem-solving strategy to negotiate terms desired by your client for a variety of areas.
• Applying problem-solving strategy to negotiate terms desired by your counterpart, MICRO's attorney.
• Protecting critical information during questioning by your counterpart.
• Using effective questioning to gain information about your counterpart's position.
• Applying zero-sum bargaining techniques to negotiate for a fair evaluation fee to compensate your client for engineering time lost during the evaluation.
Who Should Attend
This program is designed for attorneys interested in learning negotiation techniques. Practitioners involved in technology transactions may find this program particularly helpful, but the lessons featured are applicable to all lawyers involved in negotiations.