Planning and preparation for effective negotiation

Planning and preparation for effective negotiation

1. Essential to global competitiveness

   • Encourages investmennt in research and development
   • Protects
   • Rewards

2. Intangible assets and princiles for their valuaion

3. When do intangible asseta need to be valued?

   • A company sale, merger or acquisition
   • Sale,Purcharse, or licensing of separable assets. such as brands, patents, copyrights, data bases or technology
   • Lawsuits, involving intellectual property infrigement
   • Tax liability
   • Corporrate alliances
   • RYD management

4. The nature and attributes of intangibles corporate assets

   • Intellectual Property (Registered)
     • -Patents -Brands - Copyrights - Etc
   • Intellectual Assets (Unregistered but codified)
     • -Drawings - Blueprints - Written Trada secrets -Data bases -Formulae -Recipes
   • Intellectual capital (uncodified human and organizational capital)
     • -Collective corporate knowledge - Individual employee skills and knowledge -know how -organizational culture - Customer satisfaction

5. Information data

   • knowledge
     • Wisdom /strategy

6. Cognitive and emotional factors

   • Influence
     • Pre-existing goals and planning
       • Develop strategies
         • Counter their effects

7. As a ongoing process

   • Throughout the negotiation
     • Various constraints
       • May change in the middle of the negotiation
       • May not be able togather sufficient information about the other party before the negotiation
       • Newissues may emerge
       • Cualitions may form
       • Relationships may develop

8. Assessment of:

   • Negotiation situation
   • Parties involved
   • Own issues, interests, BATNAS
   • Other party´s issues, interests, BATNAS
   • Relationship between parties