webinarValuing the Deal: Working the Negotiating Table to Your Advantage

An 80-minute webinar video for tech transfer professionals

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Fuentek Webinars

Valuing the Deal
Working the Negotiating Table to Your Advantage

Valuing the Deal webinar

Does your organization have a process in place for understanding how a potential licensee sees the value of your technology? Understanding how prospects perceive value will help your organization gauge true interest in a potential deal.

For the best results, licensing managers should be able to identify the key factors that influence prospects’ decision-making processes. Before the next negotiation, arm your negotiators with a sizeable list of questions that will help to qualify a prospective licensee.

This webinar teaches licensing managers how to build an effective negotiating strategy by taking into account the various economic, strategic, and emotional aspects of commercialization agreements.

"I thought the webinar was great! And so did the 3 others in our office that attended with me… We had a discussion afterward about how to integrate some of your processes with our current ones. Looking forward to the next one."

–Assistant Director of Technology Commercialization, major research university
This 80-minute webinar provides practical advice that will help licensing executives prepare for and negotiate successful deals. Technology transfer and licensing managers will learn how to:

  • Build relationships with potential licensees/partners
  • Understand and anticipate a potential partner’s perspective
  • Identify the key components of a license/partnership agreement
  • Prepare for licensing negotiations

The webinar supplies negotiators with strategies for providing a clear view of goals and alternatives, setting limits and boundaries, and expressing information in a format that is easy to understand and can be persuasive to the other side.

Led by Fuentek president Laura Schoppe, this webinar provides guidance for communicating creatively and effectively at the negotiating table.

More about the licensing process

As discussed extensively in the webinar and on our website, Fuentek prefers a two-step process that quickly identifies viable licensing candidates—and eliminates prospects that are not a good fit for the technology or your organization. This approach allows both parties to determine early on if they are “on the same page” by collecting basic offer information up front. Put simply, if the two sides can’t agree on basic terms, why spend time dealing with nitty-gritty details?

Licenses are long-term agreements, and partners will need goodwill to prevail through future challenges. This webinar helps licensing managers craft win-win proposals and agreements for strategic self-sustaining partnerships.

Meet the instructor


Laura Schoppe has presented dozens of national and international training sessions, workshops, lectures, and webinars on a wide range of topics. A Registered Technology Transfer Professional (RTTP), she has an extensive background in all aspects of IP management, particularly leading license negotiation activities from transition innovations to new products. Since founding Fuentek in 2001, she has led major technology transfer projects at leading universities and government agencies, and Fortune 500 companies have sought her advice on strategic planning related to their intellectual assets. She has served on the board of the Association for University Technology Managers and currently serves on the North Carolina State University Electrical and Computer Engineering advisory board. She has an MBA in technology marketing from the University of North Carolina–Chapel Hill, a master’s in mechanical and aerospace engineering from Princeton University, and a bachelor’s in mechanical engineering and engineering/public policy from Carnegie-Mellon University.

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