Unit 3 - Step 4 - Understand IT negotiations

Delivered by.

Wilson Gonzalo Florez

Juan Camilo Ramirez

Emmanuel Agudelo

Carlos Arturo Rodriguez

Luis Fernando Londoño Gaviria

TECHNOLOGY VALUATION AND NEGOTIATION

Group 212032_35

Tutor: Juan Miguel Olave

UNIVERSIDAD NACIONAL ABIERTA Y A DISTANCIA (UNAD).

SCHOOL OF BASIC SCIENCE TECHNOLOGY AND ENGINEERING

INDUSTRIAL ENGINEERING

NOVEMBER 30 2020
TABLA DE CONTENIDO
 INTRODUTION

Currently the technological revolution has caused a series of changes, one of them corresponds
to the way in which the academic and productive sectors relate to each other. In Venezuelan
universities, it can be noted that this link with the productive sector is only carried out through
the provision of qualified human resources.
It is evident in recent years, due to competition in less protected international markets and
subject to the law of the strongest, that the productive sector has seen the need to require from
universities knowledge and techniques that can be incorporated into the production of goods and
services. This demand from the productive sector to the country's universities has led to the need
to establish a growing link between these two sectors of society, to collaborate in the execution
of research and development programs and projects.
The purpose of any licensing negotiations is for both sides to identify clearly what each wants
from the commercial arrangement they intend entering into. The objective is to achieve an
outcome, where each side is clear on what it is giving and receiving from the agreement and,
importantly, that each party is content with the final deal reached and has gained a sense of trust
and fairness from the other.
It is essential that the licensor understands the licensee’s requirements and he should identify and
clarify how the technology will meet the licensee’s needs. The licensee should have an
appreciation of the commercial potential of the technology and be able to convince the licensor
he has the capability to fully exploit it. Each party should decide in advance of the negotiations
what its expectations are for the transaction and have set a minimum to the terms it is willing to
accept.
 OBJETIVOS

GENERAL

 Prepare technology assets negotiations promoting innovative businesses

competitiveness.

SPECIFIC

 Characterize the managerial actions used in technology trading.

 Identify the incident factors in the modalities of technology transfer in the process of
linking the university-productive sector.
 Post the topic selection in the Discussion forum – Unit 3, according to the following chart,
also, as a group, identify who will be the student in charge of delivering the final document
at the Evaluation Environment:

Activities Assignment and Work Responsibilities

Group Number:212032_35  

Unit name:3

Selected topic Student name

Group 1 Student 1. Emmanuel Agudelo Foronda

Group 2 Student 2. Wilson florez

Group 3 Student 3. Luis Fernando Londoño

Group 4 Student 4. Juan Camilo Ramírez

Group 5 Student 5. Carlos Arturo Rodríguez

Student   chosen  to  submit  the Student Name

final document to the Evaluation Environment: Carlos Arturo Rodríguez
 Design a creative one-page infographic explaining the definition of the group of concepts
of a “Head of Agreement” document in a technology negotiation selected previously
including the following:
Based on the understanding of the Business models for biotech products part of the
previous reference, the group selects one of the business models identified by the authors in
the article, posting the vote of each student in the following chart:

Business model selection chart

Group Number:

Unit name:

Business model Votes

Agreements for licensing, representation and distribution of  

a novel final product

Technology transfer XXXXX

Manufacturing contract  

Co-promotion and co-marketing  

Sharing profits  

Joint ventures  

Binding agreements  

Business Model selected by the group: Write the business model with more
votes
 Hand draw problem trees – one per student

Wilson Florez

As a consultor for a company that wants to commercialize its biotechnology innovations,

each student presents a slide proposing as a solution the implementation of the business

model selected previously (Activity 6), explaining the main concepts, arguing advantages

and applying the contents studied in this unit, evidencing its competences as an industrial

engineering professional.• Follow up on the developments of new technologies.

Cloud.

• Define which service model meets the needs. There are three models to choose from:

Software as a Service (SaaS), IaaS or Platform as a Service (PaaS).

• Choose providers well. The offers differ in costs, service levels and performance.

Thus, the decision of the choice depends on these factors, on the physical
 infrastructure of the company, in addition to the nature of the ecosystem of

applications that the organization has.

• Prepare and train the workforce. Resistance to change is natural in people and is

often the result of a general ignorance. For this reason, it is necessary to

communicate decisions to all areas of the organization and establish a calendar for

updating and workshops, including certification. The more information, the less

resistance.

Link Video: Wilson Florez

https://youtu.be/YzT_tSHi49w
 CONCLUSIONES

With the development of this work we can conclude that the managerial actions used in the

technological negotiation in the linking process are the commercialization, transfer and diffusion

of university technology and the formulation of technological contracts, situations considered as

obtaining benefits are present mutual, marketing strategies and the definition of modalities

channels of technology transfer and the prior protection of scientific knowledge.

 Bibliographic references

European Union (2012). Fact Sheet How to deal with IP-related issues in transnational negotiations.
Retrieved from: http://www.iprhelpdesk.eu/sites/default/files/newsdocuments/Fact-Sheet-How-to-
Deal-with-IP-Issues-in-Transnational-Negotiations.pdf

Mc Manus, J. P. (2012). Intellectual Property: From Creation to Commercialization: A Practical Guide for
Innovators & Researchers. Negotiation and Licensing. Oak Tree Press. Retrieved from:
https://bibliotecavirtual.unad.edu.co/login?url=http://search.ebscohost.com/login.aspx?
direct=true&db=nlebk&AN=1008965&lang=es&site=eds-live&scope=site&ebv=EK&ppid=Page-__-149

García Delgado, D., & Ortiz Torres, M. (2014). On the negotiation of biotechnology products that include
intangible assets. Biotecnologia Aplicada, 31(4), 297–310. Retrieved from:
https://bibliotecavirtual.unad.edu.co/login?url=http://search.ebscohost.com/login.aspx?
direct=true&db=zbh&AN=103148375&lang=es&site=eds-live&scope=site