Book Your Place
26 Mar - 28 Mar 2025
Athens, Greece
Members
€1,290.00
Tailored specifically for knowledge transfer offices (KTOs), this course focuses on how to develop negotiation skills needed for promoting and commercialising research outcomes. Participants will gain valuable insights into the roles and responsibilities of business development within academic settings and learn how to identify and collaborate with innovation partners.
Key topics include leveraging the value chain to identify potential partners, as well as how to improve negotiation skills to secure successful agreements.
Practical sessions will guide participants through real-world negotiation scenarios, enhancing their ability to navigate complex deals and partnerships. By the end of this negotiation skills training course, attendees will be equipped to confidently manage negotiations within the knowledge transfer network, driving successful knowledge transfer partnerships and fostering innovation.
Why Join The course?
Enhance your proficiency in negotiation skills specific to Knowledge Transfer Offices (KTOs) with this specialised course. You will delve into the intricacies of negotiating knowledge transfer agreements, intellectual property licensing, and research collaboration deals within academic and commercial contexts.
Gain practical insights into handling complex negotiations effectively, understanding legal frameworks, and navigating intellectual property considerations.
This course equips you with essential tools and strategies to achieve mutually beneficial outcomes and successfully navigate the challenges of technology transfer in today's competitive environment.
Whether you are new to negotiation or seeking to refine your skills, this course is invaluable for advancing your career in knowledge transfer and commercialisation.
Course Objectives
The course objectives are to:
- Introduction to negotiation principles and techniques
- Understanding negotiation styles and tactics
- Strategies for stakeholder management
- Creating and claiming value in negotiations
- Communication and persuasion skills
- Role-playing and practical exercises
- Conflict management and resolution
- Dynamics of international and cross-cultural negotiations
- Handling complex negotiation scenarios
Key Topics
The key course topics are:
- The role of a Business Developer
- Developing a strategy
- Formulating a value proposition
- Corporate resistance to innovation
- Capturing the essence of an agreement
- Pitching opportunities to partners and investors
- Managing academics and KT colleagues
- Productive conversations with potential partners
- Knowing the right people to "market" to.
- Using social media tools to find partners and investors
- Building strategic partnerships
- Overcoming barriers, internal and external
Course Day 1
Course Day 2
Course Day 3
Booking Options
Testimonials
I thought that this was an excellent introduction to the topic of Venture Capital for early-stage tech startups (and the interface with TT). The calibre of the lecturers was excellent. They were all approachable, knowledgeable, and happy to engage with the participants.
The topics covered were broad and pitched at the correct level.
Dr Alastair Cunningham, Spain
Venture Capital TC
This is my first experience of this kind and ASTP was far beyond expectations. I really have no words. I feel much richer in soul and intellect. I wanted and still want to evolve, to learn. Even if I still have to learn, my colleagues and trainers have been exceptional.
Maria Spiridon, Romania
Building KTO for
Left a little piece of my heart in Latvia this past week at the ASTP course for Creating Successful Spin-outs in Riga. I'm grateful to the wonderful ASTP staff for a fantastic programme.
I value these programmes for the knowledge transferred and especially for the connections made. The training days are long and intense, but as they say in Italian, vale la pena. We emerge with a better understanding and appreciation for the work we do, which in turn helps us to be more active, engaged, and generous within our respective ecosystems.
Arendt Speser, Italy
CSS
Many thanks to ASTP for bringing your wonderful training events to Riga! I learnt a lot about early-stage technologies and their transfer via Spin-outs. It was lovely to meet friends and colleagues from previous ASTP events.
We discussed how the knowledge transfer processes are organised at our institutions and about the team effort that goes in to supporting academic inventions together with researchers.
Anna Stikane
Latvia
It has been three intense training days and an insightful experience of learning and connecting with knowledge transfer professionals across Europe.
Thank you for providing us with such a high-quality training experience on Spin-outs!
Faye Orfanou, Greece
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