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
- 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
- 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.