Exchanging Value - Negotiating Technology Licensing Agreements - A Training Manual

Table of contents [PDF] Sample pages     [PDF] Complete guide   [PDF] About the Manual - World Intellectual Property Organization (WIPO) and the International Trade Centre (ITC) have brought together their respective skills, experience and resources to create a very user-friendly training manual, which provides practical insight into the process of negotiating technology licensing agreements. The 178-page (A5 size) Manual seeks to enhance the knowledge and skills of the user on all the major issues to be addressed while negotiating such agreements.  It deals with a range of issues and concerns such as the following: When is licensing the appropriate strategy; The importance of diligently preparing for a licensing negotiation, i.e., collecting relevant information, clearly defining one's business objective, assessing one's strengths and weaknesses, and to develop an appropriate strategy for the negotiations; Methods for valuation of  technology; What are the common issues that arise in licensing agreements; The importance of negotiations and the need to seek a "win-win" agreement. It provides negotiating guidelines and tips, which may contribute in reaching an agreement which satisfies both parties.

To enhance its practical value,  the Manual has a number of annexes that  provide additional materials such as a number of  case studies and a suggested schedule for a five-day workshop in which the material in the Manual could be used.

The Manual is written in an easy-to-read style,  while not downplaying the complexity of licensing agreements.  It assumes that the reader has little, if any, prior knowledge of  or expertise in intellectual property and/or licensing.

The Intended Audience

Being a training manual, it would be most effective if used in that context. However, the Manual is also intended to provide general guidance in negotiating technology licenses. Thus, it can be used, for example, by the following:

• Individuals or companies that may be involved in technology transfer or licensing matters;
• Lawyers dealing with technology licensing agreements;
• Inventors who may have an invention that they would like to commercialize;
• Students of technology licensing; and
• Government officials responsible for encouraging, implementing and managing technology licensing issues in a national context.

National Adaptation and Translation; Preparation of National Chapters

WIPO encourages and supports the adaptation and/or translation of the Manual into national languages. The adaptation is done by adding a national chapter to "Exchanging Value: Negotiating Technology Licensing Agreements: A Training Manual " so that it becomes "Exchanging Value: Negotiating Technology Licensing Agreements in [country]."

The partner institution will identify a national consultant to prepare such a chapter; for doing so the consultant will be guided by the draft terms of reference provided here. Interested institutional partners may write to the Director of the Small and Medium-Sized Enterprises division at sme@wipo.int

"Exchanging Value Negotiating Technology Licensing Agreements: A Training Manual" may be purchased from WIPO's website: http://www.wipo.int/ebookshop.