© 2011 Sixhills Consulting LtdContentsPart 1 – Innovation and Intellectual Property• Innovation – Inventing IP– Some Theory– Why does IP matter?– What is our Intellectual Property?• Valuing Opportunities– Evaluating Ideas– How confident do we need to be?– Key Financial Concept: Time-Value of Money• Developing Propositions• Top 10 Things to Remember about IPIT Commercial Skills Development - Part 2Part 2 – “Doing Deals”• ‘Virtual’ Network Organisation• Supplier/Partner Overview• Deal Structures– Choosing the Right Structure– Effective Outsourcing Deals• Contract Principles• Negotiation Best Practice– Establishing a Framework and Mindset for Negotiation– The Power of Preparation– Developing a Negotiating StrategyA. People, Process and PositioningB. InterestsC.OptionsD. Compliance• “At the Table” – Disciplined Negotiations• Summary• Wrap-upP1
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