Technology Transfer




Partially adapted



Role and Objectives of Negotiations




While specific objectives may differ from project to project, the role of negotiations is to provide a forum and a process that will accomplish three results.




1. A mutually satisfactory structure. In the course of preparing for detailed negotiations, the negotiating team presumably formulated a preliminary structure for the proposed transaction. The role of negotiations is to convert this preliminary structure into a structure that satisfies the interests of the both parties.




2. An executed agreement. The negotiating team will have prepared a draft of the contract documents that contains terms and conditions that it believes are required or desirable to govern the implementation of the transaction. The role of negotiations is to reach agreement with the other party on both the text and scope of the terms and conditions that should be contained in the final contractual documents.




3. A long-term relationship. The role of negotiations is to provide a process by which agreement can be reached on terms and conditions that are the basis for a lasting, mutually beneficial relationship. Negotiations should create an agreement free of the seeds of future conflict. They should not leave a wake of anger, mistrust or bitterness as that would undermine the future relationship.