Negotiation technique is a demanding discipline and may have a decisive influence on the final agreement.

See to it that the research institution's negotiators know the basic rules of the game and are aware of any cultural differences.

Concentrate on negotiating and settling the most basic issues first.

They might be questions about exclusivity, minimum pay, publication rights, research agreement.

Unless the research institution has specific legal competence within the area, external assistance should be called in to draw up the final agreement.

After the license agreement has been signed, it is customary to work out project plans, mile-stones, decision routines, and schedules for meetings.

All leading to the market introduction of the licensed technology.