NATIONAL OPEN AND DISTANCE UNIVERSITY

BASIC SCIENCE TECHNOLOGY AND ENGINEERING SCHOOL

INDUSTRIAL ENGINEERING

VALUATION AND NEGOTIATION OF TECHNOLOGY

STEP 3: UNDERSTAND TECNHNOLOGY COMMERCIALIZATION

BY ORLANDO DE AVILA MORENO

PRESENTED TO THE TUTOR JULIO CESAR GONZALEZ

CARTAGENA COLOMBIA

NOVEMBER 21, 2019

 INTRODUCTION

This activity is carried out with the objective that the students are capable. An

individual and a collaborative one will be done in two phases. The individual activity

consists of 5 tasks, in the first one the student reads the references given in the

guide and makes an info graphic about the negotiation techniques and the

negotiation process. The second task is to read the references given in the guide

and then make a mental map about what has been read. In task number 3, the

student must use the PATENSCOPE platform and do a search of the software used

in the previous task and write down the results of the search in a table. in task 4 you

should make a video of 2 or 3 minutes long answering the questions in the guide

and publish it on youtube and finally a document is made in word or pdf with the

name given in the guide send it around of evaluation and monitoring.

1. Read the following references for Unit 3 at the Knowledge Environment:

Dolan, J. P. (2017). How to Overcome the Top Ten Negotiating Tactics.

World Intellectual Property Organization (WIPO) & International Trade

Centre (ITC), (2010). Exchanging Value – Negotiating Technology Licenses,

a Training Manual (pp 82-85).

Based on the readings, using the online fee tool Genially, draft an infographic

explaining:

1. The top ten negotiating tactics

2. The negotiation process including the four phases:

 The preparation  The discussion  The proposing  The bargaining

2. Read the following references for Unit 3 at the Knowledge Environment:

Mc Manus, J. P. (2012). Intellectual Property : From Creation to

Commercialization: A Practical Guide for Innovators & Researchers.

Chapter21: Negotiation and Licensing.

Triana Ortiz, K. (06,12,2018). Technologic Contracts. [OVA].

Based on the readings, using the online free tool GoConqr, draft two mind

maps (it is no required a concept map), one for each reading, including all

main topics explained, make sure you include images.

3. Performing technological surveillance is one of the key activities to success
in technology negotiations, part of it is identifying patents that have been
registered, allowing engineers to understand what has been done and what
are real opportunities to innovate.

According to the computer program described by each student in the video

presented in the Step 2 - Create value from technologic innovation, chosen
from the survey carried out in step 1, the following activities must be
developed:
 Visit the Practice Learning Environment, Educational resources and read
the Guide for the use of educational resources – PATENTSCOPE.
 Choose a key word related to the use given to the software program chosen
in previous steps (Examples: Accounting, Sales, Stocks management, CRM,
Customer service)
 Develop a search in PATENTSCOPE database using the key word selected
before, identifying the first 5 patents registrations that Patentscope provides.
 Consolidate the findings in the following chart:

PATENSCOPE search chart

Student’s Orlando de Avila Group number 212032_71
name
Date of November 21th Key word inventory
search
N° Publication Title of the patent
Describe hay this
number patent helps to solve
the problem of digital
transformation in
enterprises
1 WO/2013/014484 “Stock exchange Said the hardware-
machine” software includes a
hardware- server computer, a
software complex terminal customer, a
stage for remote
connection. If the
complex additionally
comprise a coding
supply device, a
payment settlement
device, wherein a
transfer device is
 associated with the
customer terminal,
then a compact
complex is created,
which reduces the
areas for display and
create additional
possibilities of
business operation of
the costumer
2 WO/2005/102884 Present stock In a quiz service in
management which a user selects a
system desired present and
receives the present if
the user correctly
answers a quiz, there is
provided a present
stock management
system capable of
appropriately
managing the present
stock and allowing the
maximum access to
users to the present
without causing the
state of out stock
3 WO/2014/142456 Stock item A system for
recommendation automatically providing
system a recommendation of a
stock item to a user is
disclosed. A controller
of the system displays
rising trend strength as
1 when a first condition
is satisfied in which a
moving average
converge and diverge
of stock items stored in
the server is equal to or
larger than zero.
 4 WO/2006/000254 Method and Systems and method
systems for are disclosed for
managing stock providing stock visibility
in a storage facility,
such a warehouse.
Such system and
method may provide
information identifying
the location of stock
while it is being
transported to a new
location.
5 WO/2018/144651 Out of stock Notifies stock
detection based management that a
on images product is out of stock.
This system collects
images data from
shopper client dives
that are attached to
shopper carts or hand-
held basket being used
by shoppers in the
store.

4. Record and post in YouTube a 2 - 3 minutes video where the student appears
himself explaining in English his conclusions related to the course
development answering:

 How important is the intellectual property rights protection, as a

differentiating factor to stand out in the competitive markets?

I believe that the protection of intellectual property rights is very important because

property theft is avoided and other people or companies are prevented from taking

advantage of the knowledge of others, now with a differentiating factor to stand out

in competitive markets, I firmly believe that everyone market players must make

proper use of the intellectual property of others and also at the company level use
existing technologies to create property tools and be more original and more

competitive

 How important is to assess the appropriateness of different valuation

methods of intangible assets, to be competitive in market conditions of
technologic innovations?

I believe that the current market conditions are given to innovate, there are many

needs to meet and many companies willing to develop tools for these needs. For

this, it is important to evaluate the suitability of the methods of valuation of the

assets and, based on this evaluation, make decisions.

 Why is it important to be capable of developing a negotiation of technologic

assets, in order to achieve the organization social and business goals?

I personally think that the negotiation is something fundamental in the companies

since if you do it well you can close an important deal but if you do it badly you can

make the company lose the opportunity to position itself in the market due to that

deal and even millionaire losses. As for the negotiation of technological assets, I

believe that the importance is in knowing how to create a good proposal and apply

the top ten of negotiation techniques.

 How important is to find solutions to improve Colombian enterprises digital

transformation?

I can say without doubt to doubts that most companies are somehow being digitally

transformed. Today we see how easy it is to pay for public services, make

purchases, and ask for homes. Even in small businesses we already see that you
can pay with your cell phone or with transfers. I mean, it is very important to find

this type of solution since they help make all the daily tasks we do easier for us.