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Negotiation Skills - 2 Day Workshop
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Negotiation Skills - 2 Day Course

10/22/2016 to 10/23/2016
When: Saturday & Sunday, October 22, 23
Where: In conjunction with the LES 2016 Annual Meeting
Vancouver Convention Centre
Pre-Events may be at the Fairmont or Pan Pacific Hotel
United States
Contact: Carmen Sevilla

Online registration is closed.
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 Are You a Born Negotiator?

Probably not, at least not a great one.  We know people who by force of personality attract others to follow.  However, in today’s world of intellectual property technology transfer agreements, joint venture arrangements and resolution of disputes through litigation or arbitration, knowledge, experience and preparation lead to better results than the lack thereof.  You cannot count on the person on the other side of the table to be a follower.  Understanding the “process of negotiation” reduces stress and, more often than not, improves the chance for that better result.

This course will cover the following topics:

  • Art vs science of negotiating
  • Principles of negotiation
  • Identifying interests
  • Negotiating room tactics
  • Types of power (legitimate and faux)
  • Leverage and its sources
  • Personality styles
  • Problems in perception, emotions, communications and people
  • Stages of negotiating
  • What makes a good negotiator
  • Measuring progress
  • Judging results
  • Six-hour case study  spaced over 2 days

Who Should attend

People who negotiate technology, sale or supply agreements.  Patent licencors or in-licencors, patent buyers or sellers, tech transfer, university tech transfer office employees, junior attorneys, husbands and wives.

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

This is a two Day Course: October 22-23, 8:00 am - 5:00 pm each day

LES Member: $795 (USD)
Non-Member: $995 (USD)

You may register for this workshop with  your Annual Meeting registration here: 

LES Annual Meeting

 About the Presenters:

Mr. Neuenschwander has more than 45 years business experience in the licensing, electronics and chemical industries. He has spent the past twenty‐five years managing and supporting client assertive patent license negotiations and litigations for International Patent Licensing Company, Patent Solutions (both of which he co‐founded), Mahr Leonard Management Company and STMicroelectronics.


Mr. Neuenschwander has personally, or through organizations, led or completed more than 65 IP transactions. Mr. 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. Mr. Neuenschwander has testified as a fact or expert witness before the International Trade Commission and in Federal

Courts. His licensing focus is in the areas of telecommunications, information technologies, semiconductors, consumer electronics, the internet and software.


Mark D. Shelley II, Senior Associate, Houston, Hogan Lovells
Mark Shelley is a senior associate in our Intellectual Property, Media and Technology practice. Mark's practice involves all areas of intellectual property, with a particular emphasis on the prosecution and litigation of patents and trademarks in the energy sector, including chemical and other aspects. Mark’s practice 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, Mark has extensive IP experience in a wide-range of subject matters 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. 

Prior to joining Hogan Lovells, Mark was an in-house patent counsel at a major international oil and gas services company for nearly five years, where he managed the intellectual property portfolio for a division with revenues in excess of US$1.5 billion. In addition to prosecuting patent applications and coordinating outside counsel in similar endeavors, Mark counseled his client regarding IP issues in the oil and gas sector, including investigating and conducting due diligence for several IP litigation matters. 

Mark also practiced at a major Texas-based law firm for six years in which he drafted and prosecuted domestic and foreign patent applications for clients in diverse markets, including oil field exploration/development tools, agricultural chemicals/methods, medical devices/systems, alternative energy processes, and consumer goods. He prosecuted post grant proceedings domestically and in Europe. Additionally, Mark has litigation experience in enforcing patent rights and defending against claims of patent infringement involving several aspects of patent law, including non-infringement, invalidity, inventorship, derivation, estoppel, and inequitable conduct. 



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