Danubius Hotel Helia, Budapest, Hungary

#ASTP19

NEGOTIATION SKILLS FOR KTOs

13 - 15 March 2019

www.astp-proton.eu

TABLE OF CONTENTS:

ABOUT ASTP

MEET THE TRAINERS

COURSE INFORMATION

OTHER COURSE INFORMATION

NOTES

SOCIAL PROGRAMME | WEDNESDAY | 13th MARCH

PROGRAMME

Wednesday 13th March

Thursday 14th March

Friday 15th March

FORTHCOMING EVENTS

2

35

6810

11

ABOUT ASTP

FORTHCOMING EVENTS:

ASTP is the European association for professionals involved in knowledge transfer between universities and industry. As Europe’s leading knowledge transfer association, our focus is to improve the impact that public research has on the economy and society. As a learning community of professionals we support the professional development of our members and the wider community through an extensive timetable of courses, masterclasses, our annual conference and fall meeting. ASTP is always ready to deliver on-site training in the work place.

Annual Conference | 21-23 May 2019 | Dublin, IrelandCreating Value from Knowledge

Training Course | 25-27 September 2019 | Prague, Czech Republic Fundamentals of Technology Transfer | Creating Successful Spin-Outs | Organising your KTO

Fall Meeting | 6-8 November 2019 | Leiden, Netherlands Your World of KT

Training Courses | 27-29 November 2019 | Leiden, Netherlands Student Entrepreneurship | Consultancy | Financial Tools | Technology Licensing | NEW COURSES!

3

www.astp-proton.eu

WELCOME TO THE COURSE

Dear Participants,

It brings us great pleasure to welcome you to ASTP’s training course, Negotiation Skills for KTOs.

Once knowledge transfer officers have found a commercial partner to work with they need to negotiate the terms. Some people enjoy this part of the process, but how can we be certain of adopting most effective approach? In addition, the negotiating situations we face are often complex with many stakeholders having seemingly incompatible interests. We aim for win-win deals but how can we be sure we are not being tricked?

This three-day course gives participants the tools to prepare technology transfer negotiations and improve their skills to make moves, both at the negotiation table, and beyond. This interactive workshop includes two negotiation simulations and various case studies based on the real-life experience of the trainers. The participants will have the opportunity to assess their negotiation style and receive feedback on their efficacy at the negotiating table.

We look forward to meeting you and working with you over the next few days.

The Course Team

4

MEET THE COURSE TEAM

5

Tom Flanagan

Bernard Denis

Tom Flanagan is Director of Enterprise and Commercialisation at University College Dublin Research and Innovation. He also leads the Dublin Regional Innovation Technology Transfer Consortium, commercialising leading-edge research for five institutions in the Dublin area, winning several high-profile technology transfer licences with companies such as SONY, Microsoft, Bausch & Lomb. Tom is a long-standing trainer for ASTP and a member of the association’s Professional Development Committee. As Course Director of this Negotiation Skills for KTOs course, Tom will demonstrate his life-long commitment to the professional development of others by sharing his decades of experience and knowledge.

Bernard Denis has more than 10 years’ experience in innovation, intellectual property and knowledge transfer. He joined the Technology Transfer group of CERN in 2005 as section leader with responsibilities for all technology transfer operational activities and, in 2007, was appointed deputy group leader.

In 2012, Bernard was seconded to the European Commission. He joined the Intellectual Property and Technology Transfer unit of the Joint Research Centre, where he provided expert advice for the IPR strategy of the Galileo Satellite Navigation programme. In 2014, he took over the responsibility for the management of the Technology Transfer sector and proposed a new JRC strategy for knowledge transfer approved by the Board of Directors. A founder member of the High Energy Physics Technology Transfer Network (HEPTech), he is an accredited Registered Technology Transfer Professional by the Alliance of Technology Transfer Association (ATTP). Since May 2016, he has been a member of ASTP’s Professional Development Committee, Course Director, and Trainer.

6

WEDNESDAY | 13 MARCH Course introduction Course Team

Introduction to negotiationThis session introduces the concept of principled negotiation. This approach to negotiation focuses on the interests of the parties and aims at achieving win-win deals. The session provides guidelines on how to prepare negotiations and different approaches to create value. Bernard Denis

First negotiation role playThis negotiation role play is designed to challenge parties to negotiate to get to a preferred, win-win type of deal for everyone. However, there are elements in the scenario that could spark conflict. Sharing information is key. Course Team

Round 1- Preparation

Coffee Break

Round 1- Negotiation

Lunch

Round 2 - Preparation

Round 2 - Negotiation

Round 3 - Preparation

Coffee Break

09.00 - 09.15

09:15 - 10.15

12.30 - 13.30

13:30 - 14:00

14:00 - 14:45

14:45 - 15:15

15.15 - 15.45

10.15 - 10.45

10.30 - 10.45

10.45 - 11.15

11.15 - 12.30

PROGRAMME

7

15.45 - 16.45

16.45 - 17.15

17.15 - 17.30

19.00

WEDNESDAY | 13 MARCH First negotiation role play (cont.)

Round 3 - Negotiation

First negotiation role play debriefingDiscussions on the parties’ interests: How did the participants share the information and what impact did it have on the negotiation results? What mediation was required? What did we learn from multi-party negotiations? Q&A.Course Team

Introduction to the second negotiation role playIntroduction to the case and distribution of the confidential information.Bernard Denis

Networking Dinner

8

PROGRAMME

08.30 - 09.15

THURSDAY | 14 MARCH

09.15 - 10.15

09.45 - 10.15

09.15 - 09.45

10.15 - 10.45

10.45 - 12.45

12.45 - 13.00

13.00 - 14.00

14.00 - 14.45

The negotiator’s dilemmaReal-life negotiations need to include both cooperative and competitive elements. Negotiators face a dilemma in deciding when to pursue a cooperative and a competitive strategy. The session explores the tension between value-creating and competitive value-claiming strategies.Bernard Denis

Second negotiation role playThe negotiation simulation is a two-party, multi-issue negotiation in which participants are scored both on their performance in negotiating the substantive issues and on the quality of the established relationship. Course Team

Clarifying the issues

Preparation

Coffee break

Negotiation

Collecting the results

Lunch

Reading body languageYour body says a lot about you. The goal of this session is to make people aware of what their body discloses during a negotiation and give an introduction on how to observe the other party and determine the meaning of non-verbal cues. Elements of body language reading will be illustrated using scenes recorded during the second simulation.Tom Flanagan

9

14.45 - 15.30

15.30 - 16.00

16.00 - 17.30

THURSDAY | 14 MARCH Second negotiation play debriefingThis session will present the results from the role play assignment and identify the participants’ negotiation styles. Course Team

Coffee break

Power in negotiation

There are different sources of power in negotiations. Having a strong Best Alternative to a Negotiated Agreement (BATNA) can boost your power at the negotiation table, and a grasp of the substance is also very important. Time may play for or against one party, but at the end the negotiation game is essentially about perception.

This session first discusses the different elements of power in negotiation with a focus on how to identify your BATNA and what is the impact of time.

The second part describes the techniques and dirty tricks that are used to shape perception and the associated psychological biases.

The third part describes how these techniques and tricks are used, or can be used, in the framework of technology transfer contracts and negotiations.

Course Team

10

PROGRAMME

08.30 - 09.15

FRIDAY | 15 MARCH

09.15 - 10.30

10.30 - 11.00

11.00 - 12.30

12.30 - 13.30

3D negotiations: moves beyond the negotiation tableIn addition to unlocking value and using tactics at the negotiating table, negotiators need to master the third dimension of negotiation; “setting the table”. This is done by arranging the most promising negotiation situation and removing barriers to agreement.Bernard Denis

Unblocking negotiation: case studyIdentifying the barriers to an agreement is a key negotiation skill. This case study describes a blocked negotiation. Participants have to identify possible ways to unblock it.Tom Flanagan

Coffee Break

Negotiation challenges you are facing: wrap-upThis session is devoted to the discussion of practical negotiation challenges or blockages faced by the participants.Course Team

Lunch

Course Ends

COURSE INFORMATION

SOCIAL PROGRAMME WEDNESDAY | 13 MARCH

Give FeedbackPlease fill out the evaluation form, which will be sent to you via e-mail or go to http://bit.ly/EvaluationNEG2019. If you choose to start the evaluation during the course, it will save your answers as long as you use the same device.

On Wednesday evening, ASTP invites all participants to the course dinner at Vogue Boat Restaurant. We will gather at the lobby of the hotel, and please wear comfortable shoes, as we leave on foot at 18:45. In you are not joining the dinner, we kindly ask you to inform us beforehand.

The dress code for the dinner is casual.

It is possible to leave your course materials in your course room; both rooms will be locked at the end of the course, but please do not leave valuables behind.

Location of the dinner: Vogue Boat Restaurant,Carl Lutz rkp. 11138 Budapest

11

12

MORE INFORMATION Recommended taxi companiesFotaxi: +36 1 222 2222

Tourist InformationFor more information about the city of Budapest, please visit: https://www.budapestinfo.hu/ or visit one of “Budapestinfo Points” across the city.

If you have any further questions on the course logistics or ASTP, please do not hesitate to contact either one of us on site or by phone.

On behalf of the Board and the Professional Development Committee of

The ASTP Team

Jovana BjelicaEvent Assistant Tel: +31 638248819

Anuar ShafieiEvent ManagerTel: +31 615410777

13

NOTES

14

NOTES

15

NOTES

WHAT NEXT?

Think about global accreditation as a Registered Technology Transfer Professional (RTTP)

Is this your first training course?Consider RTTP candidate status

www.attp.info

Planning your career development?Consider our Road to RTTP service

www.astp-proton.eu

16