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Advanced Negotiation Skills Workshop
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Advanced Negotiation Skills Workshop (2017 Annual Meeting)

10/21/2017 to 10/22/2017
When: Saturday and Sunday, October 21-22, 2017
8 am - 5 pm
Where: Chicago Marriott Downtown Magnificent Mile
540 N. Michigan Ave.
Chicago, Illinois  60611
United States
Contact: 703-234-4109

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Book hotel for the LES 2017 Annual Meeting (October 22-25)

Advanced Negotiation Skills Workshop

Two-Day Course, October 21-22

Understanding the process of negotiation reduces stress and improves your chances of getting your desired outcome

This Course Will Include the Following

  • The art vs the science of negotiating
  • Identifying interests
  • Judging results
  • Leverage and its sources
  • Measuring progress
  • Negotiating room tactics
  • Personality styles
  • Problems in perception, emotions, communications, and people
  • Principles of negotiation
  • Six-hour case study (spaced over two days)
  • Stages of negotiating
  • Types of power (legitimate and faux)
  • What makes a good negotiator

Who Should Attend

  • Agreement negotiators
  • Junior attorneys
  • Office employees
  • Patent buyers or sellers
  • Patent licensors or in-licensors
  • University tech transfer

Course Objectives

  • Understand the principles underlying effective negotiation
  • Learn and practice skills to become a better negotiator
  • Take home new ideas and reference material to be used in preparing and executing the next negotiation


Member Rate - $795.00

Non-Member Rate - $995.00

Student Rate - $795.00


Charles Neuenschwander has more than 45 years of business experience in the licensing, electronics, and chemical industries. He has spent the past 25 years managing and supporting client-assertive patent license negotiations and litigations for International Patent Licensing Company and Patent Solutions--both of which he co‐founded--as well as Mahr Leonard Management Company and STMicroelectronics. Neuenschwander directs and participates in developing licensing strategies, completing portfolio evaluations, documenting patent infringement incidents, calculating infringement damages and license royalties, and successfully concluding license agreements for clients. He has clients and conducts negotiations in Asia, Europe, and the United States.

Mark D. Shelley II is a senior associate in Hogan Lovells' intellectual property, media, and technology practice. His practice involves all areas of intellectual property and has included drafting patent and trademark licenses, preparing patentability, infringement, and freedom to operate opinions, and counseling clients with respect to a wide range of intellectual property issues. A chemical engineer by education, training and professional license, Shelley has extensive IP experience in a wide-range of subjects including agricultural chemicals, medical devices, business methods, tubular connections, mooring systems for offshore vessels, subsea and land oilfield equipment, managed pressure drilling, casing running, down hole drilling tools and motors, and various other mechanical devices.

CLE Information

Total Minutes: TBD minutes

TBD CLE credits for TBD minute CLE hours*

TBD CLE credits for TBD minute CLE hours*

*Note: LES is an approved MCLE/CLE provider by the State Bars of California and Pennsylvania. LES applies to additional states when possible.





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11130 Sunrise Valley Drive, Suite 350 Reston, VA 20191 Phone: 703-234-4058 Fax: 703-435-4390