Mit Industriepartnern erfolgreich verhandeln (2925)

Speaker: Hans-Lothar Busch

Important skills for people from technology transfer

Technology transfer managers and executives from science often have to negotiate with trained and experienced partners from companies as part of patent and license negotiations, quickly recognize the weaknesses and ignorance of people from science and exploit them to their advantage.

The result: avoidable price concessions reduce industry profits unnecessarily and significantly, especially when it comes to higher negotiation volumes of several hundred thousand euros. Science is losing important resources, especially in these difficult times - unnecessarily. The good news: Effective negotiation techniques can be learned with a manageable time and financial investment.

Thanks to measurably better negotiation results, this further training investment for the participants/the scientific institution is paid for after just a few negotiations. All content is practical and validated. “Negotiate – on an equal footing with the economy” is the motto.

An event as part of the TA continuing education series

Seminar duration: 1 day in attendance
October 7th, 2025 from 9:00 a.m. to 5:00 p.m.

The most important content:

• The secret rules that apply worldwide and Success factors for conditions negotiations,
• License negotiations: The most successful negotiation strategies,
• Checklist: Preparation for a successful conditions negotiation on patents and bilateral industrial projects,
• The importance of goals and “pain limits” for the success of negotiations,
• The special psychology of price,
• Sensible mention of the price - also in offers - and price argumentation,
• Protection against bluffs, buyer tricks and avoidance of unnecessary concessions as part of the win-lose negotiation strategy,
• Essential points of agreement with colleagues and technology providers before the negotiation,
• Techniques for negotiating negotiations Technology transfer context,
• Success and termination criteria in negotiations with industrial partners,
• The follow-up to the negotiation and the negotiation protocol,
• Optional: Conduct purchasing negotiations successfully.

Target group

The seminar is aimed at:

• Transfer managers and license managers in scientific institutions
• Groups and department heads from science

In this seminar, which is tailored to the requirements of scientific institutions, participants will learn all the appropriate strategies, practical tricks and techniques in order to achieve optimal results in negotiations with industrial partners.

Speaker: Hans-Lothar Busch

Hans-Lothar Busch is Germany's leading authority for the acquisition of industrial projects for scientific institutions. With more than 6 years in sales and 28 years of experience as a coach, trainer and moderator, he has extensive knowledge and sufficient personal practice in the area of ​​negotiation management. His long-standing customers include the Fraunhofer Society as well as numerous universities and colleges. Since 2021 he has also been working as a lecturer for technology transfer at the BTU Cottbus.

Notes on Pricing:

The TransferAllianz e.V. is the German Association for Knowledge and Technology Transfer (WTT). It brings together colleges, universities, non-university research institutions, patent exploitation agencies and other transfer service providers into a nationwide, growing network.

All members of this network receive a 10% discount on the original ticket price compared to non-members. We also have a limited number of early bird tickets available up to 30 days before the start of the event. An early bird discount of (another) 10 percent is granted here.

You can find out whether you are a member of the TransferAllianz here: https://www.transferallianz.de/angebote/members/

Cancellation conditions:

Bookings canceled up to 30 days before the day of the event will be 100% refunded minus the organizer’s booking fees on the platform. A later cancellation is not possible, but in this case you will receive a non-payable credit in the form of a 25% discount on a follow-up event organized by TransferAllianz e.V. with HZDR Innovation GmbH as host.*

It is possible to name a representative at any time.

Places are allocated according to the date of registration. The organizer reserves the right to cancel seminars due to force majeure or important reasons such as the absence or illness of a speaker, insufficient number of participants, etc. In this case, the registered participants will be informed immediately and the seminar fee already paid will be refunded 100%. Further claims are excluded.

*redeemable within one year