Planning and Preparation for Effective Negotiation

Planning and Preparation for Effective Negotiation

1. Intangible Assets and Principles for Their Valuation

   • Farok J. Contractor
   • Lord Kelvin

2. PART II: GENERAL PRINCIPLES FOR VALUING AN INTANGIBLE ASSET

   • Replacement or reproduction costs
   • Opportunity costs and benefits available to buyer and seller
   • Industry norms
   • Alternative options
   • Decision tree modeling

3. PART I: THE NATURE AND ATTRIBUTES OF INTANGIBLE CORPORATE ASSETS

   • Intellectual Property Rights
   • Intellectual Assets
   • Human and Organizational Capital

4. WHEN DO INTANGIBLE ASSETS NEED TO BE VALUED?

   • A company sale, merger, or acquisition
   • Sale, purchase, or licensing of separable assets
   • Lawsuits involving intellectual property infringement
   • Tax liability
   • R&D management
   • Corporate alliances

5. Attributes of Knowledge Types

   • Separability
     • ability to identify and describe discrete bits of information or knowledge
   • Formalization
     • Refers both to the degree of codification of technology or knowledge, as well as to organizational routines

6. Negotiation Analysis: Know the Situation, Know the Situation, Yourself, and Your Opponent