UNITY 3: Technology Negotiation

Step 4 Understand IT negotiations

Students:

Ginna Alejandra Hernández Peña

Code: 1054095885
Edgar Santiago Medina
Code: 1049647892
Yanira Zuleima Oicata
Code: 40047822
Vanessa Sierra Sanchez
Code:1056801180
Leidy Johana Salazar Jimenez
Code: 1050693288

Course:
212032A_1141
Group:
59

Tutor:
Ingrid Tatiana Gómez Rodríguez

National Open and Distance Learning University - UNAD

School of Basic Sciences, Technology and Engineering - ECBTI

Valuation and Negotiation of Technology

Tunja - ZCBOY

May 2022

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 Tabla de contenido
Introduction............................................................................................................................3

Objectives...............................................................................................................................4

General Objective...............................................................................................................4

Specific Objectives.............................................................................................................4

Development..........................................................................................................................5

Activity 3................................................................................................................................5

Activities Assignment and Work Responsibilities Chart - one per group..........................5

Activity 4................................................................................................................................6

Head of agreement concepts infographics..........................................................................6

Student : Ginna Alejandra Hernández Peña...................................................................6

Student: Edgar Santiago Medina........................................................................................7

Student:Yanira Zuleima Oicata......................................................................................8

Student:Vanessa sierra sanchez......................................................................................8

Student: Leidy Johana Salazar Jimenez..........................................................................8

Activity 6................................................................................................................................9

Business model selection chart...........................................................................................9

Activity 7..............................................................................................................................10

Hand draw problem chart.................................................................................................10

Student : Ginna Alejandra Hernández Peña.................................................................10

Student:Edgar Santiago Medina...................................................................................11

Student:Yanira Zuleima Oicata....................................................................................12

Student:Vanessa sierra sanchez....................................................................................12

Student:Leidy Johana Salazar Jimenez.........................................................................12

Activity 9..............................................................................................................................13

Problem charts and Recommendations videos.................................................................13

Conclusions..........................................................................................................................14

References............................................................................................................................15

2
 Introduction

In these occasions, the negotiation problems that biotechnological products go through will

be analyzed, where in turn it will be related to the previously seen topics such as intellectual

property (patent, trademark, copyright) and technological evaluation with its certain methods

(income, costs, marketing, real options); The stages of negotiation of biotechnological

products are like any other type of product.

One of the disadvantages that occurs most in the negotiation of products in the

biotechnology industry is the recognition of intellectual property and conducting negotiations

with intangible products; In this negotiation, there is talk of pre-commercial payments that

take place before starting the license on the intangible asset and the royalties that are the

income when the agreement or license between the owner and the licensee has already been

made.

There are seven negotiation models in the acquisition of biotechnological products, within

which there are first license agreements, a negotiation is carried out with the owner of the

intellectual property, the second technology transfer is based on the security offered to the

market. with large-volume negotiations, the net present value is taken into account, the third

manufacturing contract responds to capacity needs, the fourth is co-promotion, that is, two

campaigns under the same brand and co-marketing, each campaign sells a different brand,

who shares benefits, the sharing of expenses and costs is carried out to receive shared

benefits, the sixth joint venture consists of the creation of a company through which the

information will be carried and, finally, a binding agreement in the negotiation, both parties

define rights and obligations in the event that the agreement is dissolved, a description of each

of the the stages of signing a license in a sane and we will talk about a business models.

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 Objectives

General Objective

Prepare negotiations of technological assets promoting innovative businesses

competitiveness with the identification of negotiation models in biotechnological products

Specific Objectives

 prepare the main concepts of a head of the agreement document, identifying its

importance in a technological negotiation, consolidating their findings.

 understand in the negotiation of technological assets, solve the problem of negotiating

biotechnological products.

 relate the problems according to intellectual property, technological assessment and make

the respective recommendations

4
 Development

Activity 3

Activities Assignment and Work Responsibilities Chart - one per group

Activities Assignment and Work Responsibilities

Group Number:.59
Unit name: Technology Negotiation
Selected topic Student name
Group 1 Ginna Alejandra Hernandez p
Group 2 Leidy Johana Salazar Jimenez
Group 3 Edgar Medina
Group 4 Yanira Zuleima Oicata Alarcon
Group 5 Vanessa Sierra Sanchez
Student chosen to submit the final document Ginna Alejandra Hernandez P
to the Evaluation Environment:

5
Activity 4

Head of agreement concepts infographics

Student : Ginna Alejandra Hernández Peña

6
Student: Edgar Santiago Medina

7
Student:Yanira Zuleima Oicata

Student:Vanessa sierra sanchez

8
Student: Leidy Johana Salazar Jimenez

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Activity 6

Business model selection chart

Activities Assignment and Work Responsibilities

Group Number: 59
Unit name: Technology Negotiation
Business model Votes
Agreements for licensing, representation and  X X X X
distribution of a novel final product 
Technology transfer  
Manufacturing contract  
Co-promotion and co-marketing  X
Sharing profits  
Joint ventures   
Binding agreements  
Business Model selected by the group:  Agreements for licensing, representation and
distribution of a novel final product

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Activity 7

Hand draw problem chart

Student : Ginna Alejandra Hernández Peña

11
Student:Edgar Santiago Medina

12
Student:Yanira Zuleima Oicata

Student:Vanessa sierra sanchez

13
Student:Leidy Johana Salazar Jimenez

14
Activity 9

Problem charts and Recommendations videos

students Link

Ginna Alejandra Hernández Peña https://youtu.be/QGsw6ezVC4Y

Edgar Santiago Medina

Yanira Zuleima Oicata

Vanessa Sierra Sanchez http://youtu.be/K4LIBwTxuxo?hd=1

Leidy Johana Salazar Jimenez https://youtu.be/5Ja3qmk-k-w

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 Conclusions

The impact of biotechnological products is closely related to the policies of the countries in

which this industry is developing, for example here in Colombia, according to studies seen in

previous steps, they do not carry out the legalization of intellectual properties due to the

deficiency of the office in charge of the procedure as disinformation of the benefits of

carrying out the registration in the same way is misinformation in the valuation of the

products, by nature when talking about an intangible asset the negotiation would be more

difficult and it is not like that in each part of the degree is establishes the parties to intervene

in this negotiation although it has been said that intangible assets are priceless if they can be

marketed.

Termination other than for any specific duration of the licence that may be agreed, the

usual terms should be inserted into the agreement to cover material breach, receivership,

change of control, etc.

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 References

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

negotiations. 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 Commercialisation: A

Practical Guide for Innovators & Researchers. Negotiation and Licensing. Oak Tree

Press. 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. 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

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