Plan of Discussion
Negotiations: Win -Win Game
• What do you Negotiate
• With whom do you negotiate
• Negotiations Levels in Technology
• How to negotiate
• Examples : Global Warming
What is Technology?
Lets find out
How did I learn?
On te Job: Japan
What is Technology Negotiation Portfolio
M1: Know how & suppliers
M2: Material & suppliers
M3: Manpower & sources
M4: Finance & Financiers
M5: Markets, sellers and servicing
agents
How much do you?
First Step
What is that you give or take?
What does he want?
Actors and Agencies in TechnologyNational Level and
Micro Level ( individual organisations/industry )
• Different Priorities : Stage of development
• Win -Win requires :Understanding of interests of both parties
National Level
National Innovation System
Industry(Manufacturing/
Production/Services )
T Tec hnology development& inn Innovation . Innovation &Innovation
Science Research
S&T Infrastructure + Human Resource
Important Points
• Purposes of activities in different segments are different
• Actors and agencies are different
• Policy regimes are different
Technology requires linkages
So: Negotiations between segments: within the country
If Internal Mismatch: Failure in Negotiations with outside
Stages of Development
Technology Collaboration Agenda
Which Segment gets emphasised ? Depends upon: Political & Economic Environment
• Example of Negotiations between India and Japan over time
• Extrapolate to other country( countries)
What do they Negotiate(Lower Segment)
Human Resources (all types )
• Improved Support for Technical education
• Internship Programmes
• Exchange Programmes
Forum: UNESCO and UNDP
• Visa restrictions & Free Flow of Professional Services:
Forum: WTO Agreement on Trade in Services
Technology InnovationsMiddle Segment( National )
WTO’s Agreement on Trade -Related Aspects of Intellectual Property Rights(TRIPS)
• Patents • Support for Collaboration between Public Sector R & D for Global Public Good
(Agriculture, Health, Environment, Global Warming)
Negotiation Issue• Modifications in Patent rights
Emerging Issues
• R & D Units of Foreign CompaniesInternal Negotiating issue:
How do we get spin-off R & D capabilities
• Employee embodied knowledge Issue:
Trade secret laws & freedom to Changing of jobs
• Restrictions on Reverse Engineering
Manufacturing/Industry/ Services
Upper Segment Main Actors
Commerce /Industry/Service Actors
Starting Point: Dealing Organisation
Negotiating atOrganisational Level
First Step
What is that you have: say technology
What does technology mean to him?
Technology: The user organisation’s view
What does user organisation do?
It produces products or delivers services
It wants to expand its user or adopters base
What all goes into Production?
Machine/Know How: M1
Material & Energy: M2
Manpower/management M3
Money M4
Market/Users M5
Corporate has to synchronise Ms
INNOVATION
M1:Machine, Know HowTechnology
M2 Materials
M3Management
M4 Money
INNOVA TION = Synchronization of Five Ms
M5Market/User
How does corporate organise
R&D ServicingRisk Area
Proto-typing Selling
Manufacturing
Initiation Commodification
Actors Fragmentation(Smile Curve: Nikkei-Japan)
Issues for Negotiations
Trips Covers:• Copyrights: Imprt. For Entrainment Industry
• Trade Marks: Marketing
• Geographical indicators: Food/ Wines etc industry
• Industrial Designs: Products/ Commoditisation
• Patents: Industrial Manufacturing/ Pharmaceuticals
• Lay Out Designs: Software Industry
• Undisclosed Information: Human Mobility
Tips on how to negotiate
• Win - win conditions: Know your situation and that of the other party ( Your objective and their objective)
• Consult all stake holders within: Team/ Trade Association
( Example )
• Try to focus on Specific Issues
• Cultural differences : often country/ organisation specific
• Socialisation is important
Case StudyGlobal Warming
Green House Gases
Greenhouse gases include ozone, carbon dioxide, methane, nitrous oxide, fluorocarbons
Kyoto Protocol
Countries voluntarily decided:
Bring down the level of carbon emitted by each to early 1990s levels .
Green House Gases
Reduction by• Adopting new technology or • Improving the existing technology
Aim: To attain the new norms for emission of gases.
Case study
What issues were involved?With whom did they interact ?What were the key features ?
What lessons will you draw?