The Negotiation Process

Sales executives and their teams who negotiate transactions involving intellectual property often benefit from planning and coaching before and during the negotiation process. Helen Leah Conroy:

• Identifies business and intellectual property issues, and suggests how and when to address those issues.
• Anticipates questions and discussion points that could come up, and advises on how to respond appropriately during negotiations. (This may include the drafting of “scripts”).
• Recommends how most efficiently to use a company’s own form agreements--or the other side’s documents.
• Reviews and assesses points made by the other party, and offers alternative counterproposals.
• Using templates from similar deals, develops term sheets that streamline the negotiation process.
• Recommends when and how most efficiently to bring counsel in.

Ms. Conroy is a frequent speaker on this subject to business and trade groups. For more information, please see Presentations.

For recommended books on negotiation skills and strategies, please click on Books.

Please click on Customized Forms for information about developing templates that work for your business.