NEGOTIATION EXCELLENCE

NEGOTIATION EXCELLENCE

1. Intangible Assets and Principles for Their Valuation Farok J. Contractor When you can measure what you are speaking about, and express it in numbers, you know something about it; but when you cannot measure it, when you cannot express it in numbers, your knowledge is of a meager and unsatisfactory kind: it may be the beginning of knowledge, but you have scarcely, in your thoughts, advanced to the stage of science.

2. WHEN DO INTANGIBLE ASSETS NEED TO BE VALUED?

   • A company sale, merger, or acquisition.
   • Sale, purchase, or licensing of separable assets such as brands, patents, copyrights, data bases, or technology.
   • Lawsuits involving intellectual property infringement.
   • ax liability calculations in the context of transfer of intangible assets and technology to affiliated firms, possibly in another nation.

3. THE NATURE AND ATTRIBUTES OF INTANGIBLE CORPORATE ASSETS

   • corporate knowledge
     • formally registered Intellectual Property Rights,
     • Intellectual Assets
     • comprises uncodified Human and Organizational Capital,

4. PART II: GENERAL PRINCIPLES FOR VALUING AN INTANGIBLE ASSET (IN THE CONTEXT OF ITS SALE, TRANSFER, SHARING, OR LICENSE TO ANOTHER FIRM)

5. Analyze the negotation structure and componets

   • opportunitties and contraints
   • Assess the nature of the conflict
   • Assess the historical, political, legal and cultural.
   • Assess external constrints:place
   • Assess the temporality of the negotation

6. Negotiation

   • Dynamic communication process
     • Information
     • Concerns
     • Objetives
     • Emotions

7. Analize the negotiation structure and componets

   • Negotiated agreement
   • Identify the negotiation parties
     • Define the issues
     • Person or group pursuing distinct goals
   • consider alternatives
   • Understand the underlying interests
   • Create scoring system and sort out preference
   • Assess your negotiation style