Cox Co-Authors Piece on Effective Negotiation for Technology Transfer Professionals

March 1, 2012

Partner and Chair of IP Transactions, Pamela L. Cox, co-authored a chapter in the Association of University Technology Managers’ (AUTM) Technology Transfer Practice Manual, Third Edition, which provides information on critical negotiation skills for technology transfer professionals. The chapter, entitled "The Art and Science of Negotiation: Technology Transfer Negotiations," covers factors that are key to successful negotiations, including the importance of long-term relationships, preparation, deep understanding of the value proposition and knowledge of the negotiations process. Examples of the applications of these factors are presented in the context of licensing and technology development agreements.

An excerpt of the chapter is available here. AUTM members can view the chapter in its entirety here.