VALUATION AND NEGOTIATION OF TECHNOLOGY

Unit 3: Step 3 - Understand technology commercialization

JOAN SEBASTIAN QUINTERO VILLEGAS

CÓDIGO: 1102383481
SKYPE: SEBATIAN.QUINTERO@HOTMAIL.COM
GROUP NUMBER:
212032_22

PRESENTED TO:
KARLA NATHALIA TRIANA

INDUSTRIAL ENGINEER NATIONAL UNIVERSITY OPEN AND DISTANCE UNAD 2019A

 INTRODUCTION

• In this work we will develop and appropriate the knowledge of negotiation,

negotiation tactics, technological contracts and licensing. In addition we will learn

what are the technological assets from products, process and systems innovation.

With this we will develop social capabilities and objectives that will allow them to be

applied in companies and organizations.

THE 10 BEST NEGOTIATION TACTICS
 1. THE WINCE

This strategy is explained as any negative reaction we have against the business proposal or

product that we are offering. In general, the idea is to demerit the value of the product or

business they offer us to lower their purchase value.

Making a face can help us to lower a lot of money the offer and thus buy or acquire more

economic product, business or service.

 2. SILENCE

• Silence can be another strategy to use if the one of the grimaces does not work. The

simple fact of being quiet, generates an uncomfortable environment, which forces the

bidder to speak or rethink the offer. Many times the person ends up giving or

reducing the offer.

 3. THE GOOD GUY/BAD GUY ROUTINE

• This technique is used a lot in movies, but really in business it can be used. Putting
yourself on the part of the bidder to get it down to the price or do the bad guy by
demeriting your product so that it goes down to the price can be ways to reach an
agreement.
• But if that technique is being applied against us, we should not worry. Let's just let the
person play their game. And let's take care of our own interests.
 4. LIMITED AUTHORITY

• In this strategy what you want to achieve is to limit the authority to our bidder.
Generally a business starts each with 50% authority. But many times the strategy is to
make the other person believe that one has more authority over her.
• This strategy can simply be ignored and wait for the person to yield.
 5. THE RED HERRING

• This technique is used to decentralize the bidder, as follows ... It is a very small or

insignificant problem and distracts the enemy in trying to resolve it and make it very

difficult to solve. So the offer or the business is losing value.

 6. THE TRIAL BALLOON

• This strategy raises very thoughtful questions in getting information to the other
person without compromising information of their own interests.
• With this strategy we make sure that the person wants, needs or wants to do the
business.
• Additionally, when we are presented with such a strategy, we must maintain a firm
position and respond very little and return the question.
 7. LOW-BALLING

• In this technique, what is done is to launch a very good offer, waiting for the person to
accept it and then show that the good offer is incomplete and needs much more than
just what I accept, offering then more necessary costs and maybe more expensive
that if it had been bought elsewhere with a higher price.
 8. THE BAIT-AND-SWITCH

• The bait-and-switch tactic should be avoided. Your counterpart may try to attract your
interests with one great offer, but then hook you with another mediocre one. This
tactic will almost always burn you, unless you can recognize it If your counterpart
were really able to offer a genuinely good deal, they would not have resort to
baitand-switch.
 9. OUTRAGEOUS BEHAVIOR

• It is when a person reacts emotionally not accepted in business.

• Emotions such as crying or having an attack of anger, can make the other party
decide to lower the cost of the offer with the only reason to avoid the person.
 10. THE WRITTEN WORD

• This technique is when a contract is made with minute letters, and the person signing
it does not read it, thus accepting all the changes or responsibilities assumed at the
time of signing the contract.
THANKS!