Negotiating Tactics and Techniques for Software and Hi-tech Agreements
1st April 1998
- ISBN 9781854181107
- Language English
- Pages 228 pp.
- Size 8.25" x 11.75"
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 business?
Paying special attention to technology transfer issues and approaching the tactics and strategies of negotiation from both the suppliers' and the customers' point of view, this Report will help you to:
Prepare the groundwork for negotiations by taking into account a number of factors, such as timing, resources, knowledge of the other party etc
Analyse and negotiate tough issues and essential contract terms
Get to grips with the complexities of negotiating international agreements
Understand the differences between the styles, ethics and skills of negotiators from other cultures.