Universidad Nacional Abierta y a Distancia

Vicerrectoría Académica y de Investigación

Course: Valuation and Negotiation of Technology
Code: 212032

Activity Guide and Evaluation Rubric – Step 4 Understand IT negotiations

1. Activity Description

Type of activity: Collaborative

Evaluation moment: Intermediate Unit 3
Highest score of the activity: 90 points
The activity starts on: Tuesday, April 6, The activity ends on: Monday, May 3,
2021 2021
With this activity, you are expected to achieve the following learning
outcomes:

Prepare technology assets negotiations promoting innovative businesses

competitiveness.

The activity consists of:

This course is in English and as it is specified in the Rules and conditions for course
development: “The student must develop the proposed activities on due time,
in English. Contributions in different languages won´t be evaluated”.

Individual
The student must develop the following activities:

1. Each student reads and reviews all of the following references for Unit 3 at
the Learning Environment:

 © European Union (2012). Fact Sheet How to deal with IP-related issues
in transnational negotiations.

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

Commercialisation: A Practical Guide for Innovators & Researchers.
Negotiation and Licensing. Oak Tree Press

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

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2. Each student looks deeper into the structure of a “Head of Agreement”
document in a technology negotiation proposed by Mc Manus, J. P. in its
chapter Negotiation and Licensing, the topics described there, are those
which need to be prepared before a negotiation, to have a draft of a possible
contract to commercialize a technology.

In order to have a better understanding of each item in the draft of the

contract, each student chooses one of the following groups of concepts to
broaden his knowledge:

 Group 1: Parties, Start date, Duration, Nature of the Licensed IP,

Work Schedule
 Group 2: Costs, Royalties, Payment Schedule
 Group 3: License options, Option term on license, Right of first
refusal, Scope of license, Exclusivity
 Group 4: Liability, Warranty, Ownership of IP, Ownership of
Improvements
 Group 5: Infringement, Termination, Choice of law, Dispute
resolution

3. 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:
Unit name:
Selected topic Student name
Group 1 Student 1. Name
Group 2 Student 2. Name
Group 3 Student 3. Name
Group 4 Student 4. Name
Group 5 Student 5. Name
Student chosen to submit the Student Name
final document to the Evaluation
Environment:

Each student must respect the other students´ selection, it means for
example, if one student selects Group 3, none of the other four students can

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 develop the concepts: License options, Option term on license, Right of first
refusal, Scope of license, Exclusivity; they must choose another group of
concepts. In case a second student presents the development related to Group
3, it won´t be evaluated.

Note: If some of your classmates don't chose some topic because he or she
doesn't participate in the forum, the group can present only the groups of
concepts developed for the classmates who have participated in the job. It means
for example if there are only three active students, the document will have only
three topics developed, however, as explained in Activity 1, all students must
read and review all references to have a general understanding of all topics.

4. According to the group concepts chosen previously, the review of Unit

3 references and your own search on internet, each student must:

Design a creative one-page infographic explaining the definition of concept

in the group as part of the “Head of Agreement” document in a technology
negotiation, including the following:

 Student name
 Group number
 Date
 Title: Head of agreement structure
 Definition and an example of each concept of the “Head of Agreement
document”, according to the selected group
 Answer to the question: What is the Head of Agreement document
in a technology negotiation?

Collaborative
The group must develop the following activities:

5. Each student reads and reviews the following reference for Unit 3 at the
Learning Environment

García Delgado, D., & Ortiz Torres, M. (2014). On the negotiation of

biotechnology products that include intangible assets. Biotecnología
Aplicada, 31(4), 297–310.

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 According to the reading and its own search on internet, hand draw a billboard
using the resources you have (cardstock, paper, acrylic board) as a visual aid
using the following chart, identifying the main problems faced by companies
to negotiate biotechnological products, taking into account intellectual
property, valuation of the assets and negotiation processes, including:

Problems to negotiate biotechnological products

Date
Student name
Problem related to the Problem related to Problem related to
protection of intellectual value technology negotiation
property
… … …

6. Once the problems are recognized, based on the reading On the negotiation
of biotechnology products that include intangible assets and the
understanding of the Business models for biotech products described in
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
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

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 7. Once the business model has been selected by the group, each student
develops the following activity:

Build a PowerPoint presentation including:

 Cover (Student name, date, unit name, tutor name)

 Problems to negotiate biotechnological products
 Definition and advantages of the Business model selected
 Three recommendations, one for each problem defined in the chart
implementing the business model selected, evidencing that, as
industrial engineering professional, understand how to protect, value
and negotiate a technology.

8. Each student records a 2 - 3 minutes video (no less) where he appears

himself using his camera (it means the video shows the face of the student),
showing the PowerPoint presentation indicating his name, mentioning the
date, explaining the problem chart, the business model and the
recommendations to be implemented in the Company to commercialize
biotechnology products.

Save the video in YouTube or any other resource to get a public link and share
it in the Discussion Forum – Unit 3. (In case the video cannot be opened, it
cannot be evaluated).

In case you don´t have a software to record videos including your camera,
you can visit the following link and use the free tool to record the screen
online: https://www.apowersoft.es/grabador-de-pantalla-gratis

9. All students in the group read and review the activities developed by the other
members, consolidate all evidences in a PDF and the student selected in
Activity 3, submits it at the Evaluation Environment, according to the
guidelines given below in section Collaborative Work Evidences, naming it with
the following structure:

VNT_Step 4_Group number

For the development of the activity consider that:

In the Initial Information Environment, you must:

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Review the agenda to identify the deadline, visit the General Forum and post your
presentation and visit the Synchronous attention by SkypePage to identify the tutor
user.

In the Learning Environment, you must:

Review the syllabus of the course, the guide to solve the activity, and post activities
in the discussion forum.

In the Evaluation Environment, you must:

Submit the final document as a PDF with the structure indicated in this guide.

Evidences of individual work:

The individual evidence to be submitted is:

Each student posts on the Discussion forum – Unit 3 an infographic according to

Activity 4 and a video related to Activity 9.

Evidences of collaborative work:

The collaborative evidence to be submitted is:

Each group submits a PDF document including:

 Cover
 Table of contents
 Introduction
 Objectives
 Activities Assignment and Work Responsibilities Chart - one per group
(Activity 3)
 Head of agreement concepts infographics – one per student (Activity 4)
 Hand draw problem charts – one per student (Activity 5)
 Business model selection chart - one per group (Activity 6)
 Problem and Recommendations videos – one per student (Activity 8)
 Conclusions
 References (Use APA guidelines)

From guidelines:
 PDF format
 Page Size: Letter
 Font type: Times New Roman
 Font size: 12
 Line spacing: Double

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  Page margins: 2.54 cm
 Paragraph Alignment: Left-aligned

2. General Guidelines for the Development of Evidences to Submit

For Collaborative evidences, consider the following:

 All members of the group must participate with their contributions in the
development of the activity.

 All contents included in the work or forum must be in English.

 In each group a single member will be chosen to submit the requested product in
the environment indicated by the teacher.

 Before submitting the requested product, students should check that it meets all
the requirements mentioned in this activity guide.

 Only the members of the group that participated with contributions during the
time assigned for the activity should be included as authors of the submitted
product.

Please keep in mind that all individual or collaborative written products must comply
with the spelling rules and presentation conditions defined in this activity guide.
Regarding the use of references, consider that the product of this activity must
comply with APA style.

In any case, make sure you comply with the rules and avoid academic plagiarism.
You can review your written products using the Turnitin tool found in the virtual
campus.

Under the Academic Code of Conduct, the actions that infringe the academic order,
among others, are the following: paragraph e) Plagiarism is to present as your own
work all or part of a written report, task or document of invention carried out by
another person. It also implies the use of citations or lack of references, or it
includes citations where there is no match between these and the reference and
paragraph f) To reproduce, or copy for profit, educational resources or results of

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research products, which have rights reserved for the University. (Acuerdo 029 - 13
de diciembre de 2013, artículo 99)

The academic penalties students will face are:

a) In case of academic fraud demonstrated in the academic work or evaluation, the
score obtained will be zero (0.0) without any disciplinary measures being derived.
b) In case of proven plagiarism in academic work of any nature, the score obtained
will be zero (0.0), disciplinary measures might be derived.

3. Evaluation Rubric Template

Type of activity: Collaborative

Evaluation moment: Intermediate Unit 3
The highest score in this activity is 90 points
First evaluation High level: The student prepares the main concepts of a head
criterion: of agreement document, identifying its importance in a
technology negotiation, consolidating his findings in a creative
Prepare a infographic according to the selected group of concepts,
technology assets following all guidelines, including name and date.
negotiations
recognizing the If your work is at this level, you can get between 15 points
main concepts of and 20 points
the head of
agreement Average level: The student prepares the main concepts of a
document head of agreement document presenting just part of the
required information or avoiding its conclusion in relation to the
This criterion head agreement document definition, consolidating his findings
represents 20 in an infographic according to the selected group of concepts,
points of the total following just part of the guidelines, or including some mistaken
of 90 points of information.
the activity.
If your work is at this level, you can get between 2 points
and 14 points

Low level: The student does not create an infographic related

to the head of agreement document to prepare the technology

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 negotiation, or the infographic is not related to the selected
topic.

If your work is at this level, you can get between 0

points and 1 points

Second evaluation
criterion: High level: The student evidences his understanding of the
negotiation of technology assets, recording a video presenting
Define the problem himself a PowerPoint presentation that includes the problem
and propose definitions and some recommendations according to the
solutions based on business model selected and the concepts studied in this unit, to
the studied contents solve the problem to negotiate biotechnological products.

If your work is at this level, you can get between 45 points

This criterion and 50 points
represents 50
points of the total Average level: The student evidences his understanding of the
of 90 points of negotiation of technology assets, recording a video presenting
the activity. himself the problem and some recommendations to overcome
the problem to negotiate biotechnological products, but it is
missing some guidelines or it includes some mistaken
information that evidences no clear understanding of the
contents studied.

If your work is at this level, you can get between 2 points

and 44 points

Low level: The student does not record a video evidencing the
understanding of the negotiation of technology assets,
presenting the problem and some recommendations to negotiate
biotechnological products.

If your work is at this level, you can get between 0

points and 1 points

Third evaluation
criterion: High Level: The student participates in the collaborative
activities posting the problems chart and submits at the

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Present the Evaluation Environment a PDF document according to the given
document according guidelines, evidencing proper grammar and spelling, presenting
to the specified a proper development of the activities proposed to prepare the
format and negotiation of technology innovations and to recognize business
guidelines models related to it.

If your work is at this level, you can get between 15 points

This criterion and 20 points
represents 20
points of the total Average Level: The student participates in the collaborative
of 90 points of activities posting the problem chart and submits a document,
the activity. developing part of the proposed activities, evidencing some
spelling and grammar mistakes or missing some guidelines.

If your work is at this level, you can get between 2 points

and 14 points

Low level: The student does not participate in the collaborative

activities posting the problem chart, also does not submit the
document evidencing his own development of the proposed
activities to prepare a negotiation of technology assets.

If your work is at this level, you can get between 0

points and 1 points

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