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?