This one-day course is designed to introduce technology transfer professionals to the theory behind different negotiation styles and then identify practical skills on how to apply them in their roles. The content will include an introduction to the stages of a negotiation, different negotiation styles and being able to articulate a value proposition on the technology or product that you are pitching. This will be demonstrated through exploring real case studies, including examples of past intellectual property negotiations. Negotiations tricks will be identified, including practical ways to manage these and what to do when you reach an impasse. The day will conclude with a lively panel discussion, featuring other experts in the field to consolidate the learnings.

Course Facilitators

John Grace AO FTSE FAICD, Chair, UniSA Ventures & Director, TechAdvisory Pty Ltd

Dr Erin Rayment PhD GAICD RTTP, Chair, Director, (Office of Research Development), University of Southern Queensland