February 21, 2017

“You are not a failure until you start blaming others for your mistakes.” - John Wooden

Many of us will remember the classic episode: the “Fonz”—the tough, cool leather-jacket clad character from the TV show Happy Days—confronting his near-physical inability to acknowledge his errors. “I was wrrrrr . . .” he would start. After a few tries he’d get to, “I was wrrrooo . . .” Suffice it to say, wrong didn’t quite roll off his tongue. 

Brené Brown is a leading researcher, who has studied vulnerability and how it, as well as the absence of it, affects us personally and professionally. Her studies show that people with feelings of self-worth tend to establish more meaningful and enduring relationships, and an attribute common among t...

February 14, 2017

In any negotiation, your ability to get the best deal possible depends on: (a) your preparation in uncovering the optimal “gets” for your side and (b) your success at selling the value of the deal to the other side. There are many things you don’t control at the negotiating table: your opponent’s motivations and biases, their behaviors (win at all costs, hide the ball tactics, etc.), or developments outside the conference room that impact or impair the relationship between your company and theirs. What do you control? Your behaviors.

Here is a list of the top 10 things you should do to best position yourself for blowout results in your next deal:    

  1. Learn their wants and needs. You very well may go into a negotiation with...

January 12, 2017

As intellectual property (IP) practitioners and pundits can attest, the days of generating windfall revenues from patent deals are increasingly in the rear-view mirror. A few reasons for this. First, companies have become far more sophisticated on IP and, therefore, are less prone to overpaying for IP rights. Second, the IP litigation climate has swung favorably toward defendants, who have learned from the Apple v. Samsung global patent battles, among others, that it can pay to put up stiff resistance rather than willingly shell out multi-year IP royalties for a license to the other party’s patent portfolio.

What does this mean for companies seeking to secure value for their patents? It means IP owners that treat patent licensing as a blunt...

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