Universidad Nacional Abierta y a Distancia

Vicerrectoría Académica y de Investigación

Course: Valuation and Negotiation of Technology
Code: 212032

Activity Guide and Evaluation Rubric – Stage 4 Comprehend 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: Monday, October The activity ends on: Sunday, November
24, 2022 20, 2022
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.
 World Intellectual Property Organization (WIPO) & International Trade Centre
(ITC), (2010). Exchanging Value – Negotiating Technology Licenses, A
Training Manual (pp 32-41).
 Triana Ortiz, K. (06,12,2018). Technologic Contracts. [OVA].
 Gómez Rodríguez, I (03,06, 2022). Head of Agreement and its
importance. [OVI].

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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
that you 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 in Genially, explaining the definition of concept in the

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

 Cover: 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
 Explanation of why is important the Head of Agreement document in
a technology negotiation?

The creative must be designed in Genially, and must contain maximum 4 slides.

Collaborative

The group must develop the following activities:

5. Each student reviews the results obtained in stage 2, identifying the VALUE
PROPOSAL (the innovation of the product, process, service or system); and
in stage 3 identifying the valuation method selected. In order to build a Head
of Agreement previous to a written agreement about the commercialization of
the value proposal.

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6. Once the students have the information clear, the group will create a proposal
to complete each one of the items of the “Head of Agreement” document,
specifying who will be in charge of each one of them in the following chart,
taking into account that all of these items were defined in the s designed in
Activity 4.
Imagine you are the CEO of the company or enterprise where you are
innovating through the value proposal from stage 2, and you are the
responsible of the negotiation of that with other company or customer, so
that, you have to propose the clauses for the agreement filling the chart.

Note: All items of the Head of Agreement document for the commercialization
of the vale proposal, must be completed by the members of the group who
are working on it, it means if only three students are working, all the 21 items
must be completed between the three of them. Also, it is important to take
into account that the third column must be filled with the proposed
clauses and not with concepts

Head of Agreement document for the commercialization of the

(Name of the VALUE PROPOSAL)
Group Number:
Date:
Item Student in Contract clause defining the
charge proposal for the
commercialization of the
value proposal
1. Parties Student Name
2. Start date Student Name
3. Duration Student Name
4. Nature of the Student Name
Licensed IP
5. Work Schedule Student Name
6. Costs Student Name
7. Lump sum/royalties Student Name
8. Payment Schedule Student Name
9. License option Student Name
10. Option term on Student Name
license
11. Right of first Student Name
refusal
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 12. Scope of License Student Name
13. Exclusivity Student Name
14. Liability Student Name
15. Warranty on Student Name
License Patents
16. Ownership of IP Student Name
17. Ownership of Student Name
Improvements
18. Infringement Student Name
19. Termination Student Name
20. Choice of law Student Name
21. Dispute Student Name
Resolution
Student chosen to Student Name
submit the final
document to the
Evaluation
Environment:

7. Once the Head of agreement is filled out, each student prepares a slide to show the
proposed clauses in an executive meeting.
The meeting must be recorded, the students must have the camera turned
on and they must share screen with the slide. Each student must introduce
themselves at the beginning of their intervention in order to validate their
participation and all the cameras should be turned on during the meeting. You
can use any known tool to make the meeting: skype, Zoom, Teams, the only
condition is that you must record the session.

Save and upload the video in YouTube or any other resource to get a public
link and share it in the Discussion Forum, the meeting must last 4 or 5 minutes
maximum. (In case the video cannot be opened, it cannot be evaluated)

8. 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:

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 VNT_Step 4_Group number

For the development of the activity consider that:

In the Initial Information Environment, you must:

Review the agenda to identify the deadline, visit the General Forum and post your
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 a in Genially according to

Activity 4.

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)
 Link of Head of agreement concepts s – one per student (Activity 4)
 Head of agreement chart– one per group (Activity 6)
 Video link executive meeting – one per group (Activity 7)
 Conclusions
 References (Use APA guidelines)

From guidelines:

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

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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
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 their findings in a creative
Prepare a presentation 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 17 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 their
represents 20 findings in an presentation according to the selected group of
points of the total concepts, following just part of the guidelines, or including some
of 90 points of mistaken information.
the activity.
If your work is at this level, you can get between 12 points
and 16 points

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 Low level: The student does not create an presentation related
to the head of agreement document to prepare the technology
negotiation, or the presentation is not related to the selected
topic.

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

points and 11 points

Second evaluation High level: The student prepares the negotiation of the value
criterion: proposal, presenting a head of agreement document, proposing
the clauses for each one of the 21 items, consolidating the
Prepare a contents in the proposed chart, following all guidelines.
technology assets
negotiations If your work is at this level, you can get between 25 points
proposing the and 30 points
clauses of the
agreement Average level: The student prepares the negotiation of the
value proposal, presenting a head of agreement document,
This criterion proposing the clauses for each one of the 21 items, following just
represents 30 part of the guidelines, or including some mistaken information.
points of the total
of 90 points of If your work is at this level, you can get between 18 points
the activity. and 24 points

Low level: The student does not propose a head of agreement

document or the information is not related to the selected topic.

If your work is at this level, you can get between 17

points and 0 points
Third evaluation High level: The student understand the conditions of
criterion: technology negotiation presenting the proposed clauses
recording a video presenting themselves and sharing screen,
Understand the according to the concepts studied in this unit.
clauses of a
negotiation in a real If your work is at this level, you can get between 25 points
environment and 30 points
based on the
studied contents Average level: The student understand the conditions of
technology negotiation presenting the proposed clauses

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This criterion recording a video presenting themselves and sharing screen, but
represents 30 it is missing some guidelines or it includes some mistaken
points of the total information that evidences no clear understanding of the
of 90 points of contents studied.
the activity.
If your work is at this level, you can get between 18 points
and 24 points

Low level: The student does not record a video presenting the
proposed clauses or the information presented is not related to
the requested.

If your work is at this level, you can get between 17

points and 0 points
Fourth evaluation High Level: The student participates in the collaborative
criterion: activities posting the cause-effect diagram and submits at the
Evaluation Environment, a PDF document according to the given
Present the guidelines, evidencing proper grammar and spelling, presenting
document according a proper development of the activities proposed to recognize
to the specified intellectual property protection.
format and
guidelines If your work is at this level, you can get between 8 points
and 10 points

This criterion Average Level: The student participates in the collaborative

represents 10 work posting the cause-effect diagram and submits a document,
points of the total developing part of the proposed activities, evidencing some
of 90 points of spelling and grammar mistakes or missing some guidelines.
the activity.
If your work is at this level, you can get between 5 points
and 7 points

Low level: The student does not participate in the collaborative

activities with the concept map, also does not submit the
document evidencing their own development of the proposed
activities to understand intellectual property protection.

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

points and 5 points

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