Exchanging Value: Negotiating Technology Licensing Agreements

EXCHANGING VALUE
NEGOTIATING TECHNOLOGY
LICENSING AGREEMENTS
A Training Manual
DISCLAIMER
This Manual is not a substitute for legal or licensing advice. It is recommended
that professional advice be sought before entering into discussions or
negotiations for licensing of technology.
The pace of change in the international business environment and

intellectual property legislation and practices is rapid. Checking on the
current position with the national, regional and international intellectual
property institutions is recommended.
Views expressed in the Manual are those of the contributors’ and do not
necessarily reflect those of WIPO or ITC.
Mention of names of firms or organizations and their websites does not

imply the endorsement of WIPO or ITC.
USING THE MATERIAL IN THE MANUAL

WIPO and ITC encourage the wide use of the material contained in this
Manual, subject to the following conditions:
Parts or extracts of the Manual may be copied, reprinted, distributed,

displayed or translated for use in articles without prior permission.
While doing so, reference must be made to the Manual in the
following manner: “Taken/reprinted/translated from Exchanging
Value – Negotiating Technology Licenses, A Training Manual
published jointly by the World Intellectual Property Organization
(WIPO) and the International Trade Centre (ITC).” Further, copies of
such articles should be sent to WIPO as well as to ITC.
However, prior permission of WIPO and ITC is needed for making

any copy or translation of the Manual for commercial use; as well as
for any adaptation of the Manual to the specific needs of a country.
When reprinting or translating the Manual, no changes will be

allowed to its content, graphic design, format, typefaces and colors.
When adapting the Manual to the specific needs of a country, it

may be changed only to the extent of adding a separate chapter
incorporating the relevant information.
EXCHANGING VALtJE
NEGOTIATING TECHNOLOGY
LICENSING AGREEMENTS
A Training Manual
WIPO lmemttionol Trade Centre

WORLD . iG IAO/ WIO
INT ELLE C T UAL PROP E R T Y
ORGAN I ZATI ON
~ TABLE OF CONTENTS
TABLE OF CONTENTS
PREFACE 5
ACKNOWLEDGEMENTS 7
ABOUT THE MANUAL 10

1. INTRODUCTION - WHY liCENSE? 13
HOW DO COMPANIES BECOME AND REMAIN
COMPETITIVE? 14
IS LICENSING THE RIGHT STRATEGY? 17
SELLING VERSUS LICENSING 17
ADVANTAGES OF LICENSING 19
DISADVANTAGES OF LICENSING 20
2. PREPARING TO liCENSE TECHNOLOGY 21

DUE DILIGENCE 21
PATENT INFORMATION 23
What is Patent Information? 23
Using Patent Information 25
Content of Patent Documents 27
Access to Patent Information 29
KEEPING CONFIDENCE 30
MEMORANDUM OF UNDERSTANDING (MOU)
OR LETIER OF INTENT 31
DISTRIBUTORSHIP AGREEMENT 31
3. How MUCH IS IT WORTH? 32

VALUATION OF TECHNOLOGY 33
Cost Approach 34
Income Approach 35
Market Approach 36
Other Criteria 39
Concluding Comments 41
TABLE OF CONTENTS r
4. OVERVIEW OF A liCENSING AGREEMENT 42

SUBJECT MATTER 44
EXTENT OF RIGHTS 46
Exclusive, Sole or Non-exclusive 48
Most Favored Licensee 49
Territory so
Sub-license 51
Improvements 52
Technical Assistance 54
Term 54
COMMERCIAL AND FINANCIAL CONSIDERATIONS 54
Lump Sums 55
Royalties 56
Royalty Variables 58
Inflation 63
Financial Administration 64
Infringement 65
Product Liability 67
GENERAL CONSIDERATIONS 68
Representations and Warranties 68
Licensor and Ucensee Obligauons 71
Waiver 72
Force Majeure 72
Anti-competitive Practices 73
Government Regulations 73
Disputes 74
Implementing the Agreement 77
Expiration and Terminauon 79
CONCLUDING COMMENTS 81
~ TABLE OF CONTENTS
5. NEGOTIATING GUIDEUNES AND TIPS 82

THE PROCESS OF NEGOTIATING A LICENSE AGREEMENT 82
The Preparation Phase 82
The Discussion Phase 84
The Proposing and Bargaining Phases 84
THE GOLDEN GUIDELINES OF NEGOTIATION 85
ANNEXES
INTELLECTUAL PROPERTY RIGHTS 88
Patents 88
Trademarks 90
Industrial Designs 90
Trade Secrets 91
Copyright and Related Rights 92
11 A. HEADS OF AGREEMENT 95
B. STRUCTURE OF A LICENSING AGREEMENT 98
Ill " RATE THE NEGOTIATOR" QUESTIONNAIRE 99
IV ACHIEVING AGREEMENT 106
V EXAMPLES OF AGREEMENTS 108
Confidentiality or Secrecy Agreement 108
Letters of Intent or Memoranda of Understanding 111
Standstill and Related Agreements 11 1
Research Agreement 116
VI CASE STUDIES 123
A. A Method for Coating Microscopic Components 125
B. A Vaccine for Treating Tuberculosis 140
c. A Process for Reducing Copper Emissions 158
VII ILLUSTRATIVE WORKSHOP PROGRAM 173
SUGGESTED fURTHER READING 176
PREFACE :s
PREFACE
The World Intellectual Property Organization (WIPO) and the

International Trade Centre (ITC), bringing together their respective
skills, experience and resources, have joined forces in preparing a
training manual for negotiating technology licensing agreements.
Underlying this effort is the firm belief of both organizations in the
importance of technology, its transfer and dissemination in providing
a competitive edge to public and private sector enterprises and the
need to build partnerships in a highly competitive and increasingly
international business environment. Building the technological
capacity of all sectors of the economy, especially in developing
countries, Least Developed Countries (LDCs) and countries with
economies in transition is critical for improving the quality of life of all
people worldwide. WIPO, with its long history and experience in the
field of intellectual property, and ITC, with its expertise in assisting
governments and the business sector, have pooled their collective
experience in this Manual to transmit the message of the importance
of due diligence in the negotiation and preparation of licensing
agreements for a successful transfer of technology.
Against this background, WIPO and ITC jointly conducted a series of

workshops between May 2000 and October 2001 in Cape Town,
South Africa; Doha, Qatar; and Delhi and Mumbai, India. They
attracted participants from business, industry, science, research and
government from the English-speaking African countries, the Arab
region and India. This Manual, based on material used and tested in
these workshops, provides an opportunity for a wider audience to
benefit from this experience.
The focus of the Manual is on the identification and acquisition, or

transfer, through licensing, of technology that is owned by another by
virtue of an intellectual property right. lt is, therefore, not concerned
with technology that has, through the expiry or other loss of
proprietary rights, become part of the public domain and is, therefore,
freely available for use.
~ PREFACE
Its aim is to provide guidance on negotiating technology licensing

contracts and not so much on the legal and regulatory aspects of
licensing. Negotiations are practical challenges; they will naturally vary
with each individual situation. The goal of any negotiation is to
achieve agreement that substantially meets the needs and
expectations of the parties; in other words, a "win-win" outcome.
The Manual explains in a clear, concise and cogent manner a number
of basic rules, related to common factors and standard legal concerns,
and offers practical tips for embarking on such an exercise.
We hope that this Manual will be a useful part of your "tool box" in
accessing suitable technology or in realizing the maximum business
and financial advantages from the practical application of patents and
know-how that you may own. We hope that such practical knowledge
in the field of licensing negotiations will contribute to more effective
transfer of technology, foster entrepreneurship and the development
of micro, small and medium-sized enterprises and, consequently,
enable wealth creation and overall national economic development.
Kamilldris
~~ J. uems l::!e11s1e
Director General Executive Director
World Intellectual International Trade Centre
Property Organization
ACKNOWLEDGEMENTS r
ACKNOWLEDGEMENTS
John Stonier, Davies Collison Cave, Melbourne, Australia, Consultant

to WIPO, wrote a substantial part of the text, contributed case studies
and provided overall technical advice. He was also the principal
facilitator in the workshops.
Johan Erauw, Professor of International Law, University of Gent,

Belgium, Consultant to ITC, contributed sample clauses and
agreements as well as some cas-e studies. He also facilitated the
workshops.
Tamara Nanayakkara, WIPO, Senior Program Officer, Least Developed

Countries Division, conceptualized and co-ordinated the project,
including the workshops and the input of the consultants.
contributed text, harmonized styles and finalized the Manual.
Jean Francois Bourque, ITC, Senior Adviser, Legal Aspects of

International Trade, helped to initiate the project, contributed text and
co-ordinated ITC's contribution for the Manual and the workshops.
Guriqbal Singh Jaiya, WIPO, Director, Small and Medium-Sized

Enterprises Division, conceptualized and launched the project and
provided strategic guidance and support, suggested parts of the text
and reviewed the Manual to improve its clarity, coherence and ability
to communicate the key messages.
R. Badrinath, ITC, Director, Division of Trade Support Services, eo-

launched the project and provided strategic guidance and support.
Kifle Shenkoru. WIPO, Acting Director, Least Developed Countries

Division, introduced future orientation of the Manual for the specific
needs of the LDCs and provided follow-through support and guidance
for completion of the Manual.
~ ACKNOWLEDGEMENTS
Sabine Meitzel, ITC, Chief, Business Advisory Services Section,

provided guidance in the preparation of the Manual.
Beatrice F. Bryan, Senior Licensing Officer, Healthcare, University of

California at lrvine, California, United States of America, reviewed the
draft, clarified outstanding issues and provided extensive written
comments, particularly with respect to Chapter four, "Overview of a
Licensing Agreement. "
Thomas Gering, Director Licensing, Joint Research Center (JRC),

European Commission, Brussels, reviewed the draft, clarified
outstanding issues and provided extensive written comments,
particularly with respect to Chapter four, "Overview of a Licensing
Agreement. "
The contributions of the following (in alphabetical order) in

providing written comments are much appreciated:
Philippe Baechtold, WIPO, Head, Patent Law Section, Patent Policy

Department.
Esteban Burrone, WIPO, Consultant, Small and Medium-Sized

Enterprises (SMEs) Division.
Cynthia Cannady, WIPO, Director, Intellectual Property and New

Technologies Division.
Yolande Coeckelbergs, WIPO, Senior Program Officer, Patent Law

Section, Patent Policy Department.
Jose Luis Herce Vigil, WIPO, Deputy Director and Head, Industrial
Property Information Services Section, Division for Infrastructure
Services and Innovation Promotion.
A CKNOWLEDGEMENTS ~
Christopher Kalanje, WIPO, Consultant, Small and Medium-Sized

Elizabeth March, WIPO, Consultant, Copyright and Related Rights and

Industry Relations Sector.
Victor Nabhan, WlPO, Consultant, WIPO Worldwide Academy and

Division of Human Resources Development, Office of Strategic Planning
and Policy Development, and the WIPO Worldwide Academy.
Cherine Ali Rahmy, WIPO, Counsellor, Small and Medium-Sized

Sreenivasa Rao Pemmaraju, former WlPO Consultant, Copynght Law

Division.
Lesley Sherwood, WIPO, Senior Counsellor; Executive Office of the

Director General.
Lien Verbauwhede, WIPO, Consultant, Small and Medium-Sized

Christian Wichard, WIPO, Deputy Director and Head, Legal

Development Section, WIPO Arbitration and Mediation Center.
Jae Kap Yoon (the late), WIPO, Senior Counsellor, PCT Strategic
Management Division, Office of the PCT.
Editor
Geoffrey Loades, Consultant to ITC, edited the text.

~~ ABOUT THE MANUAL
ABOUT THE MANUAL
The purpose of this Manual is to provide a basic knowledge and

understanding of negotiating technology licensing agreements. lt is a
recognition of the importance of negotiation in finalizing a successful
contract which, by definition, is one that meets the interests and is,
therefore, acceptable to both parties. Ucensing presupposes a
continuing relationship between the parties and such a relationship
will not be possible if one party or the other is not satisfied with the
terms of the contract. A successful ongoing relationship is based on a
contract with mutually acceptable terms. In this context, the
importance of negotiation cannot be underestimated.
This Manual assumes the reader has little prior knowledge about or
expertise in intellectual property and licensing. The material presented
in this Manual has been prepared primarily for training purposes and,
therefore, is most effective when used in that context. However, it is
also intended to provide general guidance in negotiating technology
licenses. Thus, it can be of interest to individuals or companies that
may be involved in technology matters, lawyers dealing with
technology licensing agreements, inventors who may have an
invention that they would like to commercialize, students of
technology licensing and government officials charged with the task
of encouraging, implementing and managing technology licensing
issues in a national context.
Given the complexity of licensing agreements, a variety of issues are of

relevance. However, an introductory book of this nature cannot deal
with, or adequately deal with, many of these issues. Issues such as
bankruptcy and insolvency, standards, product liability, insurance,
patent misuse and competition, ethics, government licensing,
university licensing, taxation, post licensing issues and intellectual
property audit, to name just a few, also merit some or detailed
discussion. These are, however, beyond the scope of the present
Manual. The objective of this Manual is to provide an introduction to
some of the basic issues that arise in technology licensing negotiations
ABOUT THE MANUAL :11
and some practical hints as to how they may best be addressed and
dealt with. Thus, the first chapter introduces the concept of Ucensing
and why one should or should not consider licensing. The second
chapter discusses the importance of diligently preparing for a licensing
negotiation. lt underlines the importance of being well informed,
defining one's business objectives, assessing in advance one's strengths
and weaknesses and preparing an appropriate strategy for the
negotiation. Chapter three provides guidance on how one may value
technology. Chapter four provides an overview of a licensing
agreement. lt discusses some of the more common issues that arise in
licensing agreements and illustrates many of them with examples of
clauses. Chapter five then highlights the importance of negotiation
and emphasizes that it is through negotiation that an agreement that
satisfies both parties may be reached and the importance of reaching
such a "win-win" agreement. In the annexes are some additional
materials that will illustrate further the ideas discussed in the Manual.
Annex I provides an introduction to intellectual property, Annex 11 A an
example of a "Heads of Agreement", Annex 11 B "Structure of a
Licensing Agreement", Annex Ill a "Rate the Negotiator"
questionnaire, which can be used in a training program on
negotiation, Annex IV some useful tips on achieving agreement, Annex
V examples of agreements, Annex VI some case studies, which have
been used in training potential negotiators in the art of negotiating
license agreements and, finally, Annex VII a suggested schedule for a
five-day workshop in which the material in the Manual could be used.
Each licensing situation is unique. The principles explained in this

Manual should be applied keeping in mind the particular
circumstances of the situation at hand. Licensing of technology is a
complex and serious process involving technical, financial, legal and
other matters. While the Manual has been written in an easy-to-read
style with as many of the technicalities as possible provided as
examples for further reference, the simplicity in presentation should
not mislead the reader into expecting simplicity in negotiating a
licensing contract. Anyone entering into negotiations of this kind is,
therefore, well advised to engage a competent professional,
1~ ABOUT THE M ANUAL
preferably a lawyer with licensing expertise. The basic purpose of the

Manual will be served if it enables the reader to develop an
appreciation of the key issues in a licensing negotiation, the
importance of preparation and of the negotiation process and that no
deal is concluded until the paper work is done. The reader will also
see that a successful licensing negotiation requires a "win-win"
situation, that is, a conclusion that meets the business expectations of
both parties.
As this Manual is for educational and training purposes, using the

material contained in it, subject to the conditions indicated in the
disclaimer section, is encouraged. National customization of this
material is particularly encouraged for it would serve to make the
subject even more relevant and practical for its users.
1. INTRODUCfiON - WHY LICENSE? :n
1. INTRODUCfiON - WHY liCENSE?
Ideas, innovations and other expressions of human

creativity are converted into private property and protected
by law through the intellectual property system. As
property, they are tradable assets. Licensing, the right
granted by an owner of such an asset to another to use that
asset while continuing to retain ow nership of that asset, is
an importan t way of creating value with these assets.
Licensing creates an income source, disseminates the
technology to a wider group of users and potential
developers and acts as a catalyst for further development
and commercialization.
Intellectual property refers to creations of the human mind. The legal

system of intellectual property rights converts this innovative and
creative output into property and thus into valuable tradable assets.
Human ingenuity and insight manifest in the form of new and/or
original ideas, inventions, information, creative expressions,
knowledge and other such intangibles that may be embedded in or
relate to the products and services that we so depend on in our daily
lives. Thus, new and improved technology, know-how, confidential
information, software and databases, creative expression in the
making of instruction manuals, books, plays, movies, videotapes,
television productions, music, multimedia, the image, reputation and
goodwill linked to trustworthy names of goods and services, business
identifiers, etc., can be protected by a range of intellectual property
and certain aspects of unfair competition laws. The intellectual
property laws include laws on patents, utility models, trade secrets,
trademarks, geographical indications, industrial designs, topographies
of integrated circuits, non-original databases, new varieties of plants,
and copyright and related rights. For a brief review of the main types
of intellectual property rights, see Annex I.
Intellectual property assets can be commercially exploited by their

owner or with the permission of the owner by others. One way for
1~ 1. INTRODUCTION- WHY LICENSE?
others to exploit intellectual property is through licensing' the

intellectual property from the owner. The word "license" simply means
permission granted by the owner of the intellectual property right to
another to use it on agreed terms and conditions, for a defined
purpose, in a defined territory and for an agreed period of time.
Licensing of intellectual property is often considered in three broad

categories, namely technology licenses, publishing and entertainment
licenses, and trademark and merchandising licenses. These categories
are, however, not watertight compartments. This Manual will not be
dealing with aspects specific to publishing and entertainment licenses
nor to trademark and merchandising licenses. Its focus will be on
negotiating technology licenses, which mainly involve patents and
trade secrets. Software licensing, which may in some countries be
protected by patents and could, therefore, fall within technology
licensing, is outside the scope of this Manual.
HOW DO COMPAN IES BECOME

AND REMAIN COMPETITIVE?
Only companies that continue to provide better products and services at

a lower price will be competitive, profitable and maintain an edge in a
market economy that is globalized, fast moving and demanding. A better
product may be a new product or it may be a superior product. A superior
product may result, for example, from an improved manufacturing
process that increases cost-effectiveness by reducing production time
and/or using fewer resources. Such a product may be superior by virtue of
its new features, higher quality, lower cost or a combination of these.
How do companies meet this demand for new or better products and
services, and provide these at a competitive price? The traditional
1. Intellectual property licensing and technology transfer are important factors in strategic
alliances, joint ventures and so-called turnkey contracts. Technology licenses, which, as indicated
above, are one type of intellectual property license, fall within the broad concept of technology
transfer. Technology transfer is to transfer existing technology for application by a new user in the
same area of application or in a completely new area of application by the same or a new user. lt
cou Id be effected by an activity as si mpie as teaching and as commonly as the hiring of skilled
workers to the formalizing of contracts including technology licensing contracts.
1. INTRODUCTION - WHY LICENSE? :1s
drivers of economic growth: land, labor and capital, are no longer

sufficient to provide the necessary competitive advantage that makes
the difference between companies that are otherwise very similar to
one another. The answer lies in new or improved technology.
Technology means many things to many people. The Merriam-

Webster's Dictionary defines technology as "the practical application
of knowledge, the capability given by the practical application of
knowledge or the manner of accomplishing a task especially using
technical processes, methods, or knowledge." The Encyclopcedia
Britannica defines it as "the application of scientific knowledge to the
practical aims of human life or, as it is sometimes phrased, to the
change and manipulation of the human environment. Technology
includes the use of materials, tools, techniques, and sources of power
to make life easier or more pleasant and work more productive.
Whereas science is concerned with how and why things happen,
technology focuses on making things happen." A popular definition
of technology is that "technology is the practical use of scientific
information." Therefore, broadly speaking, technology refers to end
products of scientific research and development in the form of
inventions and know-how which are used as tools or processes for
creating new or improved products and services that better serve the
needs of the market. There is often a tendency to equate one patent
with one technology. This is rarely the case nowadays. Increasingly, a
number of patents together are responsible for a technology and a
number of technologies for a product, for example, a camera or a car.
Such technology may be acquired either through research and

development undertaken by the company itself, in cooperation with
others, or by acquiring technology developed by others which may be
on offer in the markeU Often, it is prudent to obtain technology from
others instead of investing the time and resources to find the perfect
solution oneself; this would be the case, for example, if the necessary
2. Many countries have in place legislation restricting the sale or licensing of certain
technologies considered sensitive to national security. lt Is, therefore, important to check whether
the part icular technology being considered for licensing falls within the ambit of such laws. See
further fn 26.
technology cannot be developed in-house for reasons of cost, time-

frame, human resources and complimentary assets, it may make good
business sense to use or adapt a technological solution that has already
been found by others and is available on the market. Sometimes, it may
even be necessary to obtain licenses for technologies which are part of
industry, national or international standards set by standard-setting
organizations. A license may be necessary in a situation where a new
or improved product inadvertently violates the intellectual property
rights owned by another.
Further, a company that has come up with a new or better product or

process ·will do well to know that there may be others searching for
such a solution and it could be a good business option to transfer that
knowledge and earn a bonus from an additional source of income. In
fact, a number of companies have either shifted from manufacturing
of products to licensing of intellectual property in the form of patents
and know-how or have been set up with the sole objective of creating
and licensing intellectual property without manufacturing any
products. In other words, the technology becomes the product. Today,
even the largest companies are no longer doing everything in-house
and depend on outside sources not only for key components and
services but also for technologies. Some other companies just develop
technology and outsource the manufacture of the products to other
companies in their own country or abroad by entering into a licensing
agreement for this purpose.
Given the intangible character of technology, its use by one does not
detract from its use by another. In other words, it can be used
simultaneously by many users for the same or different purposes
without impacting in any way on its quality or functionality. Therefore,
the owner of technology could potentially license the use of his
technology to as many licensees as he wishes, maximizing the earning
potential of his technology constrained only by the terms of the
agreements that he enters into with the potential licensees. In a sense,
one technology could become the basis for a whole range of related
or unrelated products and services made by one or many enterprises in
a potentially large number of locations in one or many countries.
1. INTRODUCTION - WHY LICENSE? :17
IS LICENSING THE RIGHT STRATEGY?
Before embarking on either "licensing-in" technology, which is to

acquire rights to technology developed by another, or "licensing-out "
technology, which is to grant to another the right to useJ technology
to which one has proprietary rights, through a licensing agreement, it
is important to consider the preliminary question as to whether
licensing is the right strategy to adopt. lt may well be that for an
owner of intellectual property, the best strategy is to manufacture and
market the product. If not, however, other options include entering
into an outright sale of the intellectual property rights over a given
technology. Sale of intellectual property rights through assignment
may not be practical because often the buying of intellectual property
alone is not attractive without human capital, a product, a developed
market and/or an established business or revenue stream. Still, sale or
assignment may be an option in some cases.
SELLING VERSUS LICENSING
In selling or buying rights to the intellectual property in technology

(where the legal transaction is called an "assignment"), the ownership
rights for that technology pass from seller to buyer and it is a one-time
activity. The technology is bought or sold for an agreed price. There will
be only a few continuing obligations in the relationship between the
seller (assignor) and the buyer (assignee). Frequently, such transactions
involve a one-time transfer of funds, but financial compensation might
also be entirely or partially deferred and may depend on many factors
or contingencies (such as the success of the commercialization). A
technology owner, who has no experience in bringing a product to
market and who is not interested in being involved in such day-to-day
matters as technology at work, may consider that the ideal solution
would be to find a buyer for the technology and to complete the
whole transaction at one time.
3. The rights conferred by licensing are extensive and may include the right to make, have
made, use or sell, import and export (patent), the right to reproduce, display and distribute
(copyright) and the right to use a trademark in connection w ith distribution. We employ here the
shortcut of referring to the right to • use• technology.
~~ 1. INTRODUCTION- WHY LICENSE?
In contrast, a licensing agreement transfers from the licensor to the

licensee the right to use the intellectual property in the technology
and to make, use and sell products embodying the technology, in a
specified manner for a specified time in a specified region. In other
words, the licensor continues to have the proprietary rights over the
technology and has only given a defined right to the use of that
technology.' The licensor who wishes to concentrate on one
geographic market (e.g. North America) or field of use (e.g. the
market for two-stroke engines) may license to another with greater
capacity or interest in other markets or fields of use. That way, in
contrast to getting nothing from that unfamiliar market, the licensor
will have the possibility of receiving an additional income having
licensed-out his intellectual property.
Furthermore, entering into a licensing agreement is to enter into a

relationship, usually for a certain length of time. lt pre-supposes a
continuing interaction where the licensor and licensee work towards
realizing their common goal, which is to effectively use the
technology for their mutual benefit. Assuming that the relationship is
successful, and therefore profitable, it would mean that both the
licensor and licensee would be financially compensated, usually and
primarily in the form of an ongoing incremental income stream on the
basis of the success of the product in the marketplace.
Licensing, therefore, entails very different legal and practical

consequences to those of a sale or assignment. lt also serves very
different business purposes. If these purposes are not relevant for the
parties then licensing is not the strategy to adopt.
4. In the field of biotechnology where transfer of a technology alone may not be sufficient to
practice the invention, the right to use (but not own) certain tangible property, usually biological
material, may also be transferred through a hybrid bailment and patent license agreement.
1. INTRODUCfiON - WHY LICENSE? :19
ADVANTAGES OF LICENSING
For the Ucensor For the Ucensee
A company that cannot or does not There is often a rush to bring new prod-
want to be involved in the manufacture ucts onto the market. A license agree-
of products could benefit from licens- ment that gives access to technologies,
ing-out technology by relying on the which are already established or readily
better manufacturing capacity, distribu- available, can make it possible for an
tion of outlets, local knowledge and enterprise to reach the market faster
management and other expertise of one wrrh innovative technology.
or more partners.
Licensing-out allows the licensor to A company that may not have the
retain ownership of the intellectual resources to conduct its own research
property in the technology and to derive and development may, through licens-
an economic benefit, usually in the form ing, gain access to technical advances
of royatty income, from it that are necessary to provide new or
superior products.
Licensing-out could also help a company There are licensing-in opportunities

to commercialize its technology or that, when paired with a company's
expand its current operations into new current technology portfolio, can create
markets more effectively afld with new products, services and market
greater ease than on its own. opportunities.
Licensing-out may be used to gain

access to new markets, which are other-
wise inaccessible. The licensee may
agree to make all the adaptations
required for entering a foreign market,
such as translation of labels and i nstruc-
tions; modification of goods so as to
conform with local laws and regulations;
and adjustments in marketing. Normally.
the licensee will be fully responsible for
local manufacture, localization, logistics
and distribution.
A license agreement may also provide a

means for turning an infringer or com-
petitor into an ally or partner by avoid-
ing or settling an intellectual property lit-
igation, which may have an uncertain
outcome or may be costly and/or time
consuming.
Licensing can provide some degree of

control over innovations and also over
the direction and evolution of technolo-
gies where interoperability is important.
DISADVANTAGES OF LICENSING
For the Licensor For the Licensee
The licensor's own investment can The licensee may have made a finan-
sometimes generate better profits cial commitment for a technology that
than operating through a license is not "ready" to be commercially
agreement. exploited, or that must be modified to
meet the licensee's business needs.
A licensee can become the licensor's A technology license may add a layer
competitor. The licensee may,. if grant- of expense to a product that is not
ed the right to operate in the same supported by the market for that prod-
territory, "cannibalize'' sales of the uct. lt ·is fine to add new technology,
licensor, causing the latter to gain less but only if it comes at a cost that the
from royalties than it loses from sales market will bear in terms of the price
that go to its new competitor. The that can be charged. Multiple tech-
licensee may be more effective or get nologies added to a product can result
to the market faster than the licensor in a technology-rich product that is too
because it may have fewer develop- expensive to bring to market.
ment costs or may be more efficient.
A license agreement can be disadvan- Companies relying on licensed tech-
tageous when the technology is not nology may become too technologi-
clearly defined or is not complete. In cally dependant, which could eventu-
such a case the licensor may be ally become a barrier to their future
expected to continue development expansion or their ability to adapt,
work at great expense to satisfy the modify or improve their products for
licensee. different markets.
The licensor may become critically
dependent on the skills, abilities and
resources of the licensee for generat-
ing profits.
2. PREPARING TO LICENSE T ECHNOLOGY ~1
2. PREPARING TO LICENSE TECHNOLOGY
There is no substitute for diligent preparation. Being ill-

prepared would be fatal for a forthcoming licensing
negotiation. The negotiation itself is the tip of the iceberg.
Being informed of the market, the technology_ the potential
licensor or licensee and their particular business
circumstances and one's own business objective(s) is
indispensable for ensuring a successful negotiation.
DUE DILIGENCE
Due diligence is a necessary first step before embarking on any kind

of business transaction and particularly important when considering
entering into a long-term business relationship such as a license
agreement. Having identified one's short- and long-term strategic
objectives and how entering into a licensing agreement, whether it is
to license-out technology or to license-in technology, fits into those
objectives, it is imperative to engage in an exercise of due diligence.
Such an exercise is the process of gathering as much information as
possible on the potential licensor or licensee, the technology and
other similar technologies available in the market or being developed,
the market, the legal and business environment (local or international,
as the case may be) and any other information that would enable the
potential licensor or licensee to be better informed. The exercise must
be conducted in a legitimate manner, keeping in mind one's financial
and time constraints, and undertaken within the bounds of the law.
it is difficult to prioritize or identify any one or more items of

information as the most important in a due diligence exercise and it
would be misleading to do so. What information is important
depends on a variety of factors which vary from situation to situation.
However, it may be useful to point out that in a due diligence exercise
information is often sought with respect to the following: the
ownership of the technology, is it proprietary and have all proper
procedures been followed to ensure its protection in the relevant
markets, are there any third parties claiming rights over the intellectual
2~ 2. PREPARING TO LICENSE T ECHNOLOGY
property asset. can it deliver. in that. will it serve to reduce costs,

improve performance or deliver other identifiable benefit, do other
intellectual property rights need to be acquired to fully implement the
technology in question, what in fact is its economic and strategic
value, in that, to what extent does it fit into and further the business
objectives of the alliance?
For obtaining information on all of these areas a range of sources can

be usefully consulted. These will include the following:
1. Publicly available information of publicly-traded companies.

2. Online and subscription database services for the relevant
market or products.
3. Trade publications.
4. Trade and technology exhibitions, fairs and shows.
5. Technology licensing offices of research-based universities and
publicly-funded research and development institutions.
6. Relevant government ministries, departments and agencies.
7. Professional and business magazines, journals and publications
concerning the relevant products and markets.
8. Professional and business associations.
9. Technology exchanges.
10. Innovation centers.
11 . Patent information services.
Depending on the particular field of interest and circumstances, a

company will consult one or more of the above sources of
information. Of the above sources of information, patent documents
as a source of business, legal and technological information are, for a
variety of reasons. an underutilized source of competitive intelligence
for enterprises, especially the small and medium-sized enterprises.
This is generally true of most small and medium-sized enterprises
worldwide and more so in the developing and least developed
countries. Therefore, in this chapter, the focus will be on explaining
the reasons for using this extremely valuable source of competitive
intelligence which is increasingly becoming more accessible and user
friendly through the services provided by the national patent offices
2. PREPARING TO LICENSE T ECHNOLOGY ~3
and by value-added private sector technological and business

information service providers.
PATENT INFORMATION
An agreement to license technology is often part of a larger business

transaction, which may include agreements on a multitude of other
issues that are generally linked to, but may be separate from, the
agreement to license technology. The technology sought to be licensed
may be protected by one or more patents, subject to copyright and/or
may have been kept as a trade secret. There may be other intellectual
property rights surrounding the technology, such as trademarks
protecting the brand or name of the company, copyright protecting
documentation, trade secrets protecting a whole host of confidential
information including know-how and so on (see Annex I for a brief
review of these rights). Further, there may be a variety of other concerns
relevant to the particular business relationship being formalized
between the parties. All of these issues may merit different agreements
or perhaps constitute different parts of a single agreement.
Innovative technologies, however, are often protected by patents,

given the intrinsic risk and technical difficulty of protecting
technologies as trade secrets and the advantages that may be derived
from patenting. In locating such technologies, identifying potential
licensors and licensees and preparing for a technology licensing
negotiation, consulting and researching the accumulated database of
patent applications and granted patents, known as "patent
information ", is indispensable.
What is Patent lnformauon?
Since the patent system requires patent applicants to make public

disclosure of their inventions, all inventions for which patent
protection has been sought are documented, catalogued and made
freely available for public consultation elther 18 months after the
filing of the patent application and/or immediately after the grant of
the patent.
National or regional patent laws require that the disclosure be made

in a manner sufficiently clear and complete for the invention to be
carried out by a person skilled in the art in the technological field
concerned. Therefore, patent documents provide more detailed
informatjon about a technology than most other publications. They
are also a unique source of information, as much of the technical
information contained in patent documents is never made available
through any other means of publication.
Consisting of some 42 million documents published by patent

offices all over the world and growing by about a million every year,
patent information is the largest repository of technical inf ormation
in the world.
In a large number of countries, patent applications are published 18

months after the filing of the relevant patent application. This is often
the earliest time that the relevant information becomes available to
the public, and, even then, newly published patent applications are
often the most up-to-date source of technical information in a new
area of technology.
Patent information encompasses every sphere of technkal and

scientific acuvity, from the simplest to the most complex of solutions
to technical problems. All patent documents adhere to a unique
format of bibliographic data. More than so different fields, each
representing valuable technical or strategidbusiness information, are
accessible for each document. In addition, patents, in most countries,
are classified using the International Patent Classification (IPC), which
is an internationally-agreed system of classification, which branches
out into some 70,000 sub-divisions (see www.wipo.int/classificauonsl
ipclenlindex.htm!). This makes it relatively easy to retrieve patent
documents relating to a specific field of technology.
2. PREPARING TO LICENSE T ECHNOLOGY Fs
Using Patent Information
Information on technological activity
As indicated earlier, there are many useful ways of locating technology

and identifying business partners. However, for a truly comprehensive
search of technologies that are patented there is nothing comparable
to the information available through patent documents.
As patent databases consist of most of the patent applications and

grants anywhere in the world, information on every possible technology
for which protection has been sought may be easily accessed, opening
the way to a vast reseNoir of potentially useful technologies as well as
many potential suppliers and users of technologies.
One can, therefore, locate possible alternative technological solutions

for a given technical problem in implementing a new process and/or
developing a new product and, as there may be multiple possible
solutions to a known technical problem, there may be multiple
technological solutions to choose from. lt is important also to keep in
mind that, at times. the technical solution to the problem at hand may
be found in a totally different technical field. From a negotiating
standpoint, it is also a good idea to have an understanding not only of
the targeted technology but also of other relevant technologies, if any.
As patent documents provide information about owners of

technology, a would-be licensee will have basic information about
those who are involved in a given technological area, who the major
players are and their current levels of technological activity. An owner
of technology wishing to license-out will find information on the
technological activity of others useful in gaining an idea as to how his
technology is placed in the market vis-a-vis that of others and who
may be interested in that technology.
lt is important to clarify that, as with an owner of any property, simply

because a party owns intellectual property does not mean that he or
she would want to enter into a licensing agreement, nor does it mean
that such a party would be willing to license the intellectual property

rights at a price that is affordable.
Is the technology protected?
Having identified technology that is sought to be licensed-in, a crucial

preliminary question to be addressed is whether or not the technology
is protected by one or more types of intellectual property rights.
If the technology is not protected, the issue of licensing of intellectual

property rights does not arise. A technology is said to be in the public
domain when there is no legal requirement to seek the consent of
anyone to use it. lt is, therefore, crucial to avoid negotiating and
paying for any such technology that is in the public domain.
If the technology has been protected by a patent, it is important to

check whether the patent is still valid in the country or region in
question. For example, the patent may no longer be in force due to the
expiration of its term (the maximum possible term being 20 years from
the date of filing of the first relevant patent application) or due to non-
payment of maintenance fees, or it may have been invalidated in a
court proceeding. Most importantly, since intellectual property rights
are territorial, their validity is limited to the national or regional
jurisdiction for which they may have been granted. lt is possible that a
patent, though granted in one country or region, has no validity in the
country or region of interest to a prospective licensee. That is, a patent
may not have been applied for in the country in which the invention is
to be exploited or in the country or countries that are possible export
markets for the product protected elsewhere by a patent.
In this context, it is worth noting that only some five million patents
are in force out of the 42 million patent documents. The statistics also
show that, on average, for any one invention a patent application is
filed in only four countries, which means there is a good possibility
that a particular invention protected by a patent in one country may
not be protected in many, most or all countries of interest to a
prospective licensee.
2. PREPARING TO LICENSE T ECHNOLOGY F7
In addition to the possibility of an action for infringement, and/or

invalidation, the quality of a patent needs to be assessed . lt is possible
that the effective use of a targeted patented technology depends on
other patented technologies. This means that one or more licenses to
use such other technologies would become necessary. Assessing all
these issues will usually require the expert advice of an appropriately
qualified intellectual property professional.
Thus, information contained in patent documents allows one to

identify potential technologies, locate possible licensors and licensees
and gain an insight into a number of issues of strategic importance
from a business strategy and negotiating perspective, including the
strengths and vveaknesses of a particular technology over alternate
solutions, the trend(s), if any, in the specific technical field, etc.
Content of Patent Documents
In legal parlance, a patent document is usually called a patent

specification. lt is divided into a number of sections. In most countries,
a consistent approach has been adopted to the layout and contents of
the sections of a patent specification. The first page (or front page) of
a patent document generally displays bibliographic information. The
bibliographic data gives information concerning the patent
application, i.e., who filed the application, when and where it was
filed, and the technical fields to which the invention relates. The first
page usually also includes a title, an abstract and a representative
drawing. Bibliographic information is an essential means of identifying,
locating and retrieving patent documents. If the name(s) of inventor(s)
and/or of the owner(s) of the invention are known, all past patent
applications under their names can be found. If the technical field in
terms of the IPC is known, all documents in that technical field can be
retrieved. The application date is the reference for the period of time
the patent can be in force. An abstract together with representative
drawings, where applicable, gives a concise summary of the
technology of the invention and enables one to save time by focussing
on the most relevant patent documents. As indicated earlier, because
the bibliographic data provides names and addresses of the inventor(s)
and the owner(s) of the invention, it is an essential means of

identifying the major players in a specific technical field and an
important source of information for obtaining contact details of
potential licensors and licensees.
The claims determine patentability and define the scope of the

protection requested by the applicant and granted by the patent. On
the one hand, in defining the scope of protection, it is natural that an
applicant will wish to define it as broadly as possible. On the other
hand, the examining industrial property office would like to make sure
that the resulting patent does not cover what is already known or what
has not been described in detail by the applicant in the description of
the invention. The combined efforts of the applicant and the office
concerned result in clarifying the scope of protection as embodied in
the claim(s), which state(s) exactly what the inventor/applicant has
been allowed to claim. Due to the technical-legal and abstract nature
of the language in which claims are written, it is sometimes difficult for
someone who is not specialized in that area of work to obtain a clear
and concise picture of the invention by merely reading the claims. In
most situations, the assistance of a legal expert will be required.
Often, patent applications are published together with a search report

or a list of prior art references revealed during the search of the patent
application. The search report may be incorporated in the patent
document or it may be published separately.
The written description is the part that needs to be read to understand

the specific invention or technology and is sometimes quite lengthy;
where appropriate, it has accompanying drawings. lt discloses clearly
the technical details of the invention concerned, normally illustrated
by working examples, showing how to carry out the invention.
According to most patent laws, it should be clear and complete so as
enable anyone 'skilled in the art' to practice, work or carry out the
invention. In most countries, the description of the invention is
structured in four sections: the background of the invention, a
summary of the invention, a brief description of the drawings (where
applicable) and a detailed (written) description of the invention. The
2. PREPARING TO LICENSE T ECHNOLOGY F9
background of the invention forms the introductory part of the text

of the patent document. lt indicates the technological field to which
the invention relates. The state of the art, i.e., the solutions presently
known to the technical problem to which the invention relates, is
given in a summary form, pointing to the defects or deficiencies of
this prior art. The summary of the invention describes its broad outline
and how it is embodied; that is, it explains the function of the
elements constituting the invention, without entering into the details
of the description of the elements themselves. The detailed
description of the invention is a detailed explanation of the invention
with references to the drawings (if applicable) as a whole or in part.
This part of the description is an important part of the patent
document as it contains the purported new solution to the given
technical problem, which must be consistent with the claim(s).
Access to Patent Information
In the past, access to patent information was both difficult and time-
consuming. The situation improved significantly with the advent of
commercial online databases in the 1970s, and CD-ROMs in the late
1980s. Today, however, in what is a major breakthrough in the world
of technical information, the Internet provides the most democratic
access yet to patent information.
Anyone who has access to the Internet may browse, free of charge, for
example, the full text (description, claims, drawings) and first page of
published patent documents at http://ep.espacenet.com where some
38 million patent documents can be accessed. At http://www.wipo.
intlipdlthe first page data of published international patent applications
filed under the PCT (Patent Cooperation Treaty) may be consulted.
Through the links provided there, the searchable databases hosted by a
variety of other patent and intellectual property offices around the
world can be accessed. In addition to the web sites of offices around
the world mentioned therein, it may also be of interest to consult the
web site created by the Singaporean intellectual property office at
http://www.surfip.gov.sg. lt should, however, be mentioned that this
kind of search could never replace a professional search.
lt is thus recommended that a local patent attorney or the local patent

office be consulted. The latter may have a patent information service
that would either conduct the searches or assist in conducting the
search. They are likely not only to have access to the Internet and,
therefore, to espacenet and the Intellectual Property Digital Library
Database of WIPO, but would also be the repository of a variety of
CD-ROMs containing useful patent information. Some good starting
points regarding CD-ROMs are Espace Access published monthly by
the European Patent Office (EPO), Patents BIB, a bi-monthly
publication by the United States Patent and Trademark Office (USPTO)
containing United States (US) patent bibliographic data, and USAPAT,
which are facsimile images of US patents published weekly by the
USPTO. ESPACE WORLD, which is the PCT full text and bibliographic
data published once every two weeks by WIPO, and ESPACE EP,
containing European patent documents may also be referred to. There
are also a number of private companies5 that provide database search
services for a fee.
KEEPING CONFIDENCE
lt is important to keep in mind that it is not sufficient to enter a

negotiation based on pure trust as on many occasions the
negotiations do not necessarily result in an agreement. In such
situations, it is not uncommon for one party to the negotiation,
generally the potential licensor, to accuse the potential licensee of
having abused the confidence placed in him during the negotiations
by having misappropriated and used the confidential information
disclosed during the aborted discussions for commercial purposes. To
safeguard against such an eventuality, it is standard practice to enter
into a mutual non-disclosure agreement, also referred to as
confidentiality agreement or a secrecy agreement. For an example of
such an agreement see Annex V. Any such agreement would have to
be customized based on the facts and circumstances of a given
situation and should be reviewed by an appropriate legal professional.
s. See Derwent (http:tlwNw.derwent.com), Dialog (/Jttp:ttwww.dialog.coml), STN (/Jttp:IINWW.

stn-international.de), Questel Orbit (http://WWN.questel.orbit.com/index.htm), Micropatent (http:!!
www.micropatentcom), WIPS Global (http:I!WWN.wipsglobal.com), to name a few important examples.
2. PREPARING TO LICENSE T ECHNOLOGY :~1
MEMORANDUM OF UNDERSTANDING (MOU)

OR LETTER OF INTENT
If both parties have reason to believe that they are adequately

prepared for the negotiation then the need for a preliminary
understanding in the form of an MOU or Letter of Intent should
normally not arise. However, despite the best efforts of the parties,
there are situations in which it becomes necessary to enter into such
an MOU or Letter of Intent prior to the signing of a licensing
agreement. This may happen prior to the commencement of formal
negotiations or sometimes during protracted negotiations when, for
example, there is a need to publicly announce the launching of a new
product or apply for funding. Before entering into an MOU or Letter
of Intent it is important not to agree to anything proposed by the
other side without understanding its implications for the fina l
licensing agreement. This is particularly true in a country where an
MOU or Letter of Intent is treated as legally binding. See Annex V for
further explanation. As with a confidentiality agreement discussed
above, any such MOU or Letter of Intent would have to be customized
based on the facts and circumstances of a given situation and should
be reviewed by an appropriate legal professional.
DISTRIBUTORSHIP AGREEMENT
Before embarking on a long-term technology licensing agreement the

parties may prefer to get their feet wet through a distributorship
agreement. Such an agreement w ill enable the potential licensee to
distribute a product of the potential licensor in a specified market under
specified terms and conditions. A successful relationship built here could
well ease the way into a successful technology licensing agreement.
3~ 3. How MUCH IS IT W ORTH?
3. How MUCH IS IT W ORTH?
Unlike tangible property, which has well-recognized means

of establishing a value and thus a price, there is no easy way
to determine the value of intangibles. However, as with any
other transaction, a price must be established and several
methods, mostly borrowed from the world of tangible
property, have been developed and successfully applied to
facilitate this task.
Valuing technology becomes important when the potential licensee

has:
• recognized the need for new technology and identified the
most appropriate technology;
• identified the potential licensor; and
• decided that a license arrangement is the most appropriate
business strategy.
At this stage, three issues or questions become relevant:

• How much can the company afford to pay for the right to use
the licensor's technology?
• In what ways should the licensee pay the licensor? and
• How much should the licensee pay the licensor?
The first of these issues - what the company can afford - is of crucial
importance. A prudent licensee cannot base decisions on the theoretical
value of technology but rather on whether it will enhance his ability to
gain revenues." If the price of the new technology, when added to the
cost of the product, results in a cost of goods that is higher than what
the market will bear, the licensee will lose money and the license
negotiation will have been a wasted or harmful exercise. Preparation for
6. Increase in revenue is not always the sole objective of entering into a licensing agreement.
There are ot her gains, which are not easily quantifiable such as improved image and greater visibility.
This is particularly true in the case of trademark licensing and character merchandising but also
evident where companies refer to the use of patented technologies to enhance the brand image of
their products as being "high-tech .•
3. How MUCH IS IT W ORTH? :n
a licensing negotiation means determining whether there are adequate

financial resources to meet all the expenses involved in acquiring and
utilizing the licensor's technology and to further realize a profit when
the technology or product is ultimately marketed.
Ultimately, the objective is that both the licensor and licensee should
share in the profits associated with the use of the technology in a fair
and reasonable manner.
VALUATION OF TECHNOLOGY
Valuation is a difficult exercise and often a subjective one. An owner

of an asset, a potential purchaser, a financier and an insurer, will each
value a fixed asset differently, even though it is an identifiable asset
which is measured in a common currency. Traditionally, the valuation
of assets reflected their historical cost, as adjusted by depreciation,
and their value was directly related to their expected profitability. In
recent years, however, this link is no longer automatically applicable,
as "new economy" companies generate earnings seemingly
unrelated to their fixed assets. This is happening, primarily, because of
their use of intangible assets and, in particular, technology. lt thus
follows that valuing intangible assets is even more difficult, and even
more subjective!
Even so, several methods can be used to value technology. 7 Given that
valuation may be subjective and depends on the data that is used in
the valuation model, the valuations derived from each of the criteria
will not be the same. However, they should provide some guidance by
establishing certain parameters within which the financial
arrangements could be negotiated, including not only the amounts,
but also the ways in which payments are to be made.
7. See Deborah Hylton and David Bradin, "Intellectual Property of Biotech Companies: A valuation
Perspective", April 2002, http:!lfaru/ty.fuqua.duke.edutcourses/mba/2001-2002/term41hfthmgmt491/
Files!DUKE_LEauRE.doc, Jeffrey H. Matsuura, "An Overview of Intellectual Property and Intangible
Asset valuation Models", Research Management Review, Volume 14, Number 1, Spring 2004, page 33
and references cited in http:l!wvvw.wipo.inlfsmelen!documentstva/uationdocs!index.htm.
3~ 3. How M UCH IS IT W ORTH?
Cost Approach
The licensor~ investment in the technology is represented by those

costs associated with developing, protecting and commercializing the
technology. These expenditures are known to the licensor and can
reasonably be estimated by the potential licensee. They represent the
base, or minimum that the licensor will want to recover, with interest.
If however, for example, the license is non-exclusives and/or there are
separate territorial rights, the licensee could argue that the
recoupment of the licensor's investment should be borne by more
than one party. The potential licensee might also argue that there
were some unproductive research expenditures, which should not be
taken into account. The potential licensee might argue as well that its
investment in commercializing the technology should receive some
credit or acknowledgement. Indeed. the potential licensee may argue
that the cost incurred by the would-be licensor is irrelevant to him. He
is only interested in the value of the technology to his business, not
its cost to an unrelated party. Also, the licensor will not often reveal
the true cost of the technology development and the potential
licensee has no way to confirm that cost. In the end, the goal should
be for both parties to have a realistic understanding of the licensor's
investment and its relevance to the payments to be made to the
licensor by the licensee.
Sometimes the cost approach is used to estimate all the costs that
would be incurred if the licensee were to obtain, from a different
source, technology that could deliver an identified process or product.
This might be through a third party with competing but non-infringing
technology. The cost approach is also used to establish costs that
would be involved in the creation of similar technology taking into
account the prices and rates of payment on the date of valuation (cost
of technology reproduction/reinstatement). In these and other
appropriate situations, the licensee would estimate the t ime and the
cost of acquiring or developing alternative technology. The licensee is
effectively determining the cost of the next best alternative, and this,
8. See further Chapter 4, • 01erviw of a Ucensing Agreement.·

3. How MUCH IS IT W ORTH? :35
where possible, can be a useful measure of the importance and value

of the licensor's technology to the licensee. This is less a valuation
calculation and more a negotiation strategy related to what options
the potential licensee has for alternative business partners if the
potential licensor will not negotiate favorably on the financial terms.
Income Approach
Successful technology licensing means, for the licensee, increased

profits because of the use of the intellectual property protected
technology. The income approach to valuation involves making
educated guesses (or more precise measures, if possible) as to the
amount of income that the new technology will generate. The issue
then is to determine the respective shares the parties should each have
of the benefits and find a royalty formula that matches that calculation.
Some licensing professionals start their valuation calculations with a

"rule of thumb", according to which the licensor should receive
around one quarter to one third of the benefits accruing to the
licensee, often referred to as the "25% rule. " 9 This rule has the
advantage of being well known and widely quoted, and so is a
common starting point for many licensors and licensees. lt can then
be varied by the parties in negotiation for any number of equitable
and logical reasons. Often these will include the issue of risk and such
factors as the technology's stage of development (embryonic to fully
developed), the capital investment required, the content and strength
of the intellectual property package and an analysis of the market.
By way of illustration, if a new product is expected to sell for

US$1 ,500, and all costs total US$750, there will be an operating profit
of US$750. Of this, 25% is US$187.50. This is the amount, according
to the "rule", the licensor should receive, and could be a starting
point for further negotiation having regard to the above risks and
royalty variables and any other relevant factors.
9. See Robert Goldscheider, John Jarosz and Carla Mulhern, • use of the 25 Per Cent Rule In
Valuing lP", Les Nouvel/es, December 2002, page 123.
3~ 3 . How M UCH IS IT W ORTH?
lt may be that one party does not wish to pay or receive running
royalties for the term of the agreement, but wants only a lump sum
(perhaps in time-based or event-based installments), and therefore a
fully-paid-up license.
In this event, the next step would be to prepare a statement identifying

for each year all the cash inflows and outflows, for the term of the
agreement (n), and to then apply the formula 1 I (1 + r/1 00)" and
calculate the lump sum or Net Present Value (NPV). This calculation
requires the selection of a discount rate, r, which is the cost of capital
adjusted for risk and so effectively incorporates or reflects all the risks.
The NPV establishes the present value of future income streams
expected from the use of the technology under consideration.
Obviously, this method is only as good as the precision of the data that
is put into it. In some negotiations, one or both parties will hire
accountants to run various scenarios of possible return and discount
depending on certain scenarios. This may be simple or complex,
involving more elaborate valuation technologies such as "real options"
or "Monte Carlo simulations." In many cases, however, the parties
who are in business will have a well-developed practical sense of the
risk and possible returns from the licensed-in technology.
lt should be noted that the NPV (also termed the Discounted Cash
Flow or DCF) analysis is relevant to any issue where time and money
are relevant factors. lt can thus be a tool of wide application.
Market Approach
Sellers and purchasers of real estate and used cars know, or can readily
ascertain, what other parties have agreed for similar houses in the same
area, or for the same make and year of car. lt follows that comparable
market transactions are a convenient and useful way of determining the
value of an asset in anticipation of negotiating a purchase or sale.
The same approach is beneficial in licensing, though perhaps not as

useful because there will seldom be identical technology and
intellectual property packages. In addition, the commercial details of
an agreement will not be ascertainable where they are considered by

the parties to be competitor-sensitive. This is more likely to be a
problem where there is an exclusive worldwide license. Where it is
non-exclusive, or is exclusive in different geographical territories,
subsequent licensees will often know of, or at least have a good idea
of, other licensees' terms and conditions. Furthermore, non-exclusive
licensees sometimes require that details of subsequent licenses be
provided, or might require, through a "Most Favored Licensee" right,
that a more favorable subsequent deal be made available to them as
the earlier licensee. In practice, these may be hard to use and enforce
as agreements are often confidential.
To some extent, it is useful to look at existing royalty ranges in certain

types of licensing transactions. These may provide "evidence" in
arguing for a particular rate in a negotiation, and rnay also provide
useful guidelines. However, licenses are notoriously difficult to
compare because the nature of the technology and the scope of the
license will have a significant effect on the value of the license. A very
broad exclusive license to make, use and sell all the rights to all patents
in a certain technology will have a very different value than a limited
non-exclusive license to exploit a technology in a narrow field of use.
Still, information on other license royalties can be interesting and

shows a wide range of royalty rates. An early survey by the
Biotechnology Licensing Committee of the Licensing Executives
Society (LES) reported that the following royalty ranges for non-
exclusive licenses were considered representative for:
• Research reagents (e.g. expression vector. cell culture), 1 - 5%

of net sales.
• Diagnostic products (e.g. monoclonal antibodies, DNA probes),
1 - 5% of net sales.
• Therapeutic products (e.g. monoclonal antibodies), 5 - 10%
of net sales.
• Vaccines, 5 - 1 0% of net sales.
• Animal health products, 3 - 6% of net sales.
• Plant/agriculture products, 3 - 5% of net sales.
~ 3. How M UCH IS IT WORTH?
The Licensing Economic Review of September 1990 reported that, for

early-stage recombinant pharmaceuticals, royalty rates of 7-1 0%
applied for exclusive arrangements and 3-4% for non-exclusive.
Following regulatory approval, the rates for exclusive licenses were
12-15% and for non-exclusive licenses they were S-8% of net sales.
M. Yamasaki in /es Nouvelles, September, 1996, reported on average

royalty rates reflecting both the R&D stage at the time the license is signed
and the situation of the parties to the agreement. Thus, where a small
biotech company licensed-in from a research institution or a university
and, after further development, licensed-out to a major pharmaceutical
company the added value was reflected in increased royalty rates:
R & D Stage Bio/Uni Pharma/Bio

Discovery 3% 7%
Lead molecule 4-5% 9%
Pre-clinical 6-7% 10%
Phase 2-3 15%
These figures alone, however, do not show the full picture of the
economic value of the deals and it is a frequent licensing pitfall to
think only in terms of percentages and numbers. Most often, the
actual terms of license agreements, including what may have been
paid in the form of lump sum payments and other incentives that may
have been agreed to, are unknown. Yet, they affect substantially the
royalty rates agreed to. lt is, therefore, difficult to assess what a given
percentage royalty actually means.
In summary, the usefulness of the market approach is often very limited.

Generalizations, surveys and industry norms at least provide a starting point.
What can be much more useful, however, is knowledge of a comparable
licensing arrangement in the same industry which could provide another
basis or check for a particular valuation of a particular technology.
Other Criteria
Tom Arnold and Tim Headley, in "Factors in Pricing License" in /es

Nouvel!es, March, 1987, compiled a checklist of 100 important
considerations in setting the value of technology licenses. These are
listed under the following nine headings:
• Intrinsic Quality (e.g., significance of technology and stage of
development)
• Protection (e.g., scope and enforceability)
• Market Considerations (e.g., size and share)
• Competitive Considerations (e.g., third party)
• Ucensee Values (e.g., capital, research and marketing)
• Financial Considerations (e.g., profit margins. costs of
enforcement and warranty service)
• Risk (e.g., product liability and patent suits)
• Legal Considerations (e.g., duration of the license rights)
• Government (e.g., local laws on royalty terms and currency
movement).
Royalties have been discussed in patent infringement lawsuits where

courts engage in the task of determining what a correct royalty would
have been in order to determine damages from infringements. The
courts look at many factors and these are useful to consider as a sort
of checklist when examining the value of intellectual property in a
non-infringement situation:
"1. The royalties received by the patentee for the licensing of the
patent in suit, proving or tending to provide an established royalty.
2. The rates paid by the licensee for the use of the other patents
comparable to the patent in suit.
3. The nature and scope of the license as exclusive or non-
exclusive; or as restricted or non-restricted in terms of territory or
with respect to whom the manufactured product may be sold.
4. The licensor's established policy and marketing program to
maintain his patent monopoly by not licensing others to use
the invention or by granting licenses under special conditions
designed to preserve that monopoly.
~ 3 . How M UCH IS IT W ORTH?
5. The commercial relationship between the licensor and licensee,

such as, whether they are competitors in the same territory in
the same line of business; or whether they are inventor and
promoter.
6. The effect of selling the patented specialty in promoting sales of
other products of the licensee; the existing value of the invention
to the licensor as a generator of sales of his non-patented items;
and the extent of such derivative or convoyed sales.
7. The duration of the patent and the term of the license.
8. The established profitability of the product made under the
patent; its commercial success; and its current popularity.
9. The utility and advantages of the patent property over the old
modes or devices, if any, that had been used for working out
similar results.
10. The nature of the patented invention; the character of the
commercial embodiment of it as owned and produced by the
licensor; and the benefits to those who have used the
invention.
11 . The extent to which the infringer has made use of the
invention; and any evidence probative of the value of that use.
12. The portion of the profit or of the selling price that may be
customary in the particular business or in comparable
businesses to allow for the use of the invention or analogous
inventions.
13. The portion of the realizable profit that should be credited to
the invention as distinguished from the non-patented
elements, the manufacturing process, business risks, or
significant features or improvements added by the infringer.
14. The opinion testimony of qualified experts.
15. The amount that a licensor (such as the patentee) and a licensee
(such as the infringer) would have agreed upon (at the time the
infringement began) if both had been reasonably and voluntarily
trying to reach an agreement; that is, the amount which a
prudent licensee - who desired, as a business proposition, to
obtain a license to manufacture and sell a particular article
embodying the patented invention - would have been willing to
pay as a royalty and yet be able to make a reasonable profit and
3. How MUCH IS IT W ORTH? ~1
which amount would have been acceptable by a prudent

patentee who was willing to grant a license." 10
There is, thus, no limit to the factors that may be relevant to the
valuation of a particular technology. Of course, with so many factors,
many of them will not be important or decisive depending on the
situation. What is important will depend on each party's strategic
objectives and business needs. Thus, if a licensee's need, for example,
is to manufacture successfully the licensed product in the territory,
and, rather than export, to sub-license other manufacturers in
neighboring territories, it will be very important for the licensee to
have exclusivity for the geographic areas of interest and to have the
right to grant sub-licenses. The strategic objectives, and the necessary
rights, will impact on the valuation and the accompanying
negotiations, for both parties.
Concluding Comments
The principal approaches to valuation of technology all have their

limitations, which need to be borne in mind when valuing intangible
assets. Each licensing negotiation is unique and it is difficult to apply
the experiences of others or theoretical rules to the distinct situation
at hand. However, the rules discussed above should provide some
guidance in approaching the question of valuation. Further, it is
advisable that the parties rely on the assistance of experienced
valuation professionals and/or accountants to guide them through the
complexities of a valuation exercise. Finally, a valuation is for the
purpose of negotiating terms and conditions that would be
acceptable to both parties and, as the Chapter on "Negotiating
Guidelines and Tips" makes clear, while it would be nice to get the
deal you deserve, you actually get the deal you negotiate.
10. See Tenney J, of the U.S District Court of New York in Georgia-Pacific Corp. v. U.S. Plywood
Corp., 318 F.Supp. 1116 (1970). See further Roy J. Epstein, "Modeling Patent Damages: Rigorous
and Defensible Calculations", http:I/WNW.royepstein.comlepstein_aip/a_2003_artide_website.pdf
and Roy J. Epstein and Alan J. Marcus, • Economic Analysis of the Reasonable Royalty: Simplification
and Extension of the Georgia-Pacific Factors·, http:ttwww.royepstein.com/epstein-
marcus_jptos.pdf.
4~ 4. OVERVIEW OF A LICENSING AGREEMENT
4. OVERVIEW OF A liCENSING AGREEMENT
Every license agreement is unique, reflecting the particular

needs and expectations of the licensor and licensee. An
infinite variety of agreements are possible, limited only by the
needs of the parties and by the parameters of the relevant
laws and regulations. However, certain issues are fundamental
to the success of an agreement and remain common to most
licensing agreements. Such issues are, therefore, useful
starting points in preparing for a future negotiation.
A license agreement reflects certain fundamental concepts. First, it is the

outcome of a business strategy and is a business relationship. Both the
licensor and licensee must carefully consider whether entering into one
or more licensing agreements fits into the business plan of the company,
whether the expected revenues would be sufficient to justify the costs
involved in engaging in licensing activity and whether the financial
terms make sense to both parties. These factors may seem obvious but
they are well worth mentioning. Accordingly, it is important that the
parties' objectives are clearly understood and are complementary, and
there is a recognition of the mutual need to ensure that the
arrangement is successful. This will be assisted by an agreement which
appropriately and equitably addresses the main elements or key issues.
Secondly, a license agreement is a contract. This means that the legal

requirements for a binding and enforceable contract are necessary.
These include that the parties have the legal capacity and the
intention to enter into a contract, that there is offer and acceptance
and that there is valid consideration, such as a payment on signing.
Thirdly, the feature that distinguishes a license agreement from other

agreements or contracts is that the subject matter is intellectual
property, which the licensor grants the licensee the right to use.
Therefore, without intellectual property there is no technology
licensing. There may be other important related issues covered either
in the same agreement or in a separate one, such as development,
consulting and training, investment, manufacturing, sales and so on.
4 . OVERVIEW OF A LICENSING A GREEM ENT ~3
There could be situations where both parties own intellectual property

of interest to the other and have the legal right to prohibit the other
from using it. In such a case, they would enter into a cross license
agreement through which they would license each other the right to
use and exploit their respective intellectual properties. Cross licensing
is also used to enable enterprises to settle intellectual property
disputes. There may or may not be royalty payments, depending on
the value attributed to the intellectual property owned by each party.
Further, a licensee may find himself in a situation where he is unable to

effectively use the licensed technology without access to other
technologies owned by another. lt is also possible that to successfully
compete in the market he has to conform to certain de facto or de jure
standards and the only way to do so in a cost-effective manner is by the
application of certain technologies which are proprietary. In these
situations, the licensee is obliged to obtain the right to use the
technology(ies) from the owner of the intellectual property right through
a licensing agreement, which may be on a royalty-free basis or negotiated
on the basis of fair, reasonable and non-discriminatory terms. 11
Many license agreements involve a combination of one or more types

of intellectual property rights. For example, a license of patent rights
supported by manufacturing know-how is often called a "patent and
know-how license agreement." A license may include the right to use
a trademark along with rights to make, use, sell, distribute and/or
import a patented invention. A license may not mention a specific
patent by number, but rather provide the specifications of a product
and grant all intellectual property rights necessary to manufacture and
sell such a product. In sum, the categories cannot be too rigid, and an
agreement can include additional rights such as the carrying out of
further research or development or the provision of technical assistance.
11 . See further "Standards, Intellectual Property Rlghts (IPR.s) and Standards-setting Process", at
http:I/WNW.wipo.int/smelenldocumentstip_standards.htm
~ 4 . OVERVIEW OF A LICENSING AGREEMENT
SUBJECT MATIER
The subject matter of a license agreement may include creations' 2

such as inventions, confidential information, the creativity expressed
in novels, plays, movies, music, the names of goods and services,
business identifiers, etc. These can be owned and protected under
intellectual property laws, which, to reiterate, include patents, utility
models, trade secrets, trademarks, geographical indications, industrial
designs, topographies of integrated circuits and copyright, as well as
those that protect against certain types of unfair competition.
The subject matter is the first main section of the license agreement
and it will have an important influence on the contents of the
agreement. Thus, in a license agreement involving computer software
there are likely to be clauses specifying the permitted use or application
and requiring confidentiality to be maintained. In a trademark license
agreement, particular attention should be paid to controlling the
proper use of the trademark in advertising and marketing, and to
maintaining the quality of the product or service bearing the
trademark. So, trademark license permits the licensor to have access to
samples, to inspect and the like. A common pitfall in license
agreements is for the licensee to neglect to obtain all of the rights that
are needed in order to utilize the technology. For example, the would-
be licensee might neglect to obtain a license to both the patent and
copyright subject matter in a technology. Or a licensee may only obtain
a license to a patent or group of patents, without obtaining a license
to know-how and a related consulting and training agreement.
Another pitfall is the failure to clearly identify the subject matter of the
license. For example, providing a license to the "XXX Technology"
without quoting the patent number or attaching the patent specification
giving a detailed description. The parties should clarify whether the license
is to use software. documentation, a drug formula, a protocol. a text, a
musical score, etc. Similarly, the licensee must clarify whether the
12. Recall that hybr1d patent license and bailment agreements exist for the transfer of tangible
as well as intangible property. See fn 4.
4 . OVERVIEW OF A LICENSING AGREEMENT ~s
technology that is to be licensed (the intellectual property in the

technology) is complete or only in a state of development. If it is in a state
of development, it will be important to clarify who will be responsible for
its further development which, while not truly an issue of intellectual
property, is an issue of practical importance. Many of these issues could
be effectively dealt with in a definitions section which clearly defines all
the relevant terms. Trade secrets could also be appropriately listed here.
As the subject matter of a license agreement often includes confidential

information as well as inventions, as much attention as is devoted to the
licensing of patents should also be devoted to such confidential information,
including know-how and licensed trade secrets. In this connection, it is
important to include in the agreement one or more clauses superseding
the confidentiality agreement entered into prior to the negotiations.
such clause{s) would, inter alia, take into account the following:
(a) define what is meant by confidential information. Such a

definition should, preferably, include not only that which 1s
disclosed to the recipient but other information which it may
receive or be made aware of as a consequence to the agreement;
(b) ensure that the licensee has or undertaken to put in place
procedures for restricting the use of the information for the
purposes as specified in the agreement and safeguarding it
against disclosure. This may also include the possibility of
verifying or auditing such procedures by the licensor or his
authorized representative;
(c) provide for liability in the case of accidental or negligent
disclosure of the information to third parties who are not
subject to the provisions of the license agreement and who are not
otherwise informed of the confidentiality of such information;
(d) spell out the exceptions to the obligation, such as if the
information is publicly available, that is, it is already known or
has become known to the recipient in a legitimate manner or
if it had been independently developed by the recipient;
(e) clarify as to how long these provisions will continue after the
termination of the agreement and specify when the
information should either be returned or destroyed.
4~ 4 . OVERVIEW OF A LICENSING AGREEMENT
Example13
Definition - Confidential Information shall include all data, materials,

products, technology. computer programs, specifications, manuals,
business plans, software, marketing plans, financial information, and
other information disclosed or submitted orally, in writing or by any
other media to licensee by licensor. Confidential Information disclosed
orally shall be identified as such within five (5) days of disclosure.
1.1 with regard to Confidential Information received from the Ucensor

regarding this invention, the licensee agrees:
i. not to use the Confidential Information except for the sole
purpose of performing under the Agreement;
ii. to safeguard the Confidential Information against disclosure to
others with the same degree of care as it exercises with its own
information of a similar nature;
iii. not to disclose the Confidential Information to others (except
to its employees, agents or consultants who are bound to the
Licensee by a like obligation of confidentiality) without the
express written permission of the Licensor, except that Licensee
is not prevented from using or disclosing any of the
Confidential Information that:
(a) the licensee can demonstrate by written records was
previously known to it;
(b) is now, or becomes in the future, public knowledge
other than through acts or omissions of Ucensee; or
(c) is lawfully obtained by the Licensee from sources
independent of the Ucensor; and
iv. that the secrecy obligations of the Licensee with respect to the
Confidential Information will continue for a period ending five
(5) years from the termination date of this Agreement.
EXTENT OF RIGHTS
The second main section of a license agreement relates to the extent

of the licensed rights. This refers to the scope of the right being
licensed, whether the license is exclusive. sole or non-exclusive. and
the geographic territory for which the license is granted. The scope
might also include improvements made to the technology during the
license and will include the duration of the agreement.
13. These clauses and those that follow in this Manual are NOT to be used without review and
advice of legal counsel. They embody and illustrate many of the principles discussed in this Manual,
and should be used by negotiators to familiarize themselves with such clauses and to facilitate their
drafting in a future licensing negotiation.
4. OVERVIEW OF A LICENSING AGREEMENT ~7
The nature of the rights being licensed depends on the subject matter.
For a patent, this would normally be the right to make, use and sell a
patented product or use a patented process. There may, however, be
circumstances where it would not be appropriate, for example, to
grant the right to sell, though this would be a very limited license as
the licensee would not be able to receive a commercial benefit from
the license. In the case of a copyright license it may also include the
right to reproduce, display, modify and distribute. Some licenses permit
the licensee to "sub-license" some or all of the rights conferred in the
license, thus permitting the licensee to go into the business himself of
licensing the technology. The license must clarify in its "scope" section,
what rights are given. For example, a short term license that does not
permit the licensee to modify a design, but only to make it and sell it
in the countries of the European Union, is more limited than a
perpetual and irrevocable license that permits the licensee to make,
use, modify, enhance, copy, reproduce, distribute, display, export,
import, and sub-license all of the above rights to others worldwide, as
well as the right to use the associated trademark in connection
therewith. Such a license comes close to being a sale (assignment) of
ownership in the intellectual property and the technology it underlies.
The rights might also be restricted according to a defined application

or product. Thus, the licensed "field of use" for a vaccine might be
the treatment of cancer, and there might be other licensees with
rights for hepatitis and other diseases.
Example
1.1 Subject to the limitations set forth in this Agreement, the Licensor
grants to the Licensee a worldwide license under Patent Rights to
make, have made, use, sell, offer to sell and import Licensed
Products and to practice Licensed Methods.
1.2 Except as otherwise provided in this Agreement, the license
granted in Paragraph 1.1 is exclusive for the life of the Agreement.
1.3 The license granted in Paragraphs 1. 1 and 1.2 is subject to all the
applicable provisions of any license to the United States
Government executed by the Licensor and is subject to the
overriding obligations to the U.S. Government under 35 U.S.C.
200-212 and applicable governmental implementing regulations.
1.4 The licenses granted in Paragraphs 1.1 and 12 are limited to methods
and products that are within the Field of Use. For other methods and
products, the Ucensee has no license under this Agreement.
1. 5 The Licensor reserves the right to use the Invention and associated
technology for educational and research purposes.
Exclusive, Sole or Non-exclusive
In a particular territory, the license may be exclusive, sole or non-exclusive.
A non-exclusive license, where the licensee is one of several licensees with

whom the licensor has entered into agreements for the use and
exploitation of the technology, is the preferred option of most licensors.
By spreading the risks and rewards to several licensees, the licensor does
not depend on the success of one licensee. He can maintain a better
control over the technology and, by virtue of the fact that several licensees
are using and exploiting the technology in several markets and perhaps in
a variety of products, give the technology a chance to further evolve and
develop. However, in the case of early stage technologies which call for a
significant amount of additional investment from the licensee, most
potential licensees would seek exclusivity, at least in certain territories.
An exclusive license usually describes the situation where the rights

granted to the licensee even exclude the rights of the licensor in the
territory. A sole license usually describes the situation where the
licensor as well as the licensee can use the technology in the territory,
but no one else can. This distinction can be blurred in practice and the
term exclusive is sometimes used to mean what is really a sole license.
In any event, under both types of license, the licensor is not permitted
to grant other licenses (at least in the territory in which the license is
expressed to be exclusive or sole). In that territory, the licensor is
reliant on one licensee. Accordingly, it is important to ensure that the
agreement contains appropriate incentives and/or penalties to protect
the licensor in the event of non-performance by the licensee. These
might include the payment of an annual minimum royalty. If the
licensee does not make the required payment, then the penalties
might be termination of the license or conversion of the exclusive
license to a non-exclusive license.
4 . O VERVIEW OF A LICENSING A GREEM ENT ~9
If the license covers more than one territory, it may be exclusive in one while
non-exclusive in another. The exclusivity may be limited, for example, to a
field of use or period of time or linked to the achievement of milestones.
Example 1 - Exclusive license
Licensor hereby grants to Licensee, subject to the terms and condit ions
of this Agreement, an exclusive worldwide license under the Licensed
Patents and Know How, to manufacture, use and sell Licensed Products
for any and all uses.
Example 2 - Exclusive license to become non-exclusive after five years
Licensor herewith grants to Licensee an exclusive license f or the

manufacture, use .and sale of the Licensed Products.
The License will have an exclusive character during the first fiVe years
starting from the date of this Agreement. At the expiry of this time-
period, and for the same territory. the Licen5e will be non-exdu5ive.
Example 3 · Non-exclusive license
Licensor hereby grants and Licensee hereby accepts a non-exclusive

license in each country of the Licensed Territory under the Licensed
Patents to produce, have produced, to manufacture, have manufactured
for it, to use and or sell Licensed Products.
Most Favored Licensee
Where the license is non exclusive, the licensee may wish to include
in the agreement a most favored licensee clause which in effect
ensures that in the event that the licensor grants another licensee
terms that are more favorable, then, by virtue of this clause, the
present licensee would be entitled to terms as favorable as had been
granted to the other licensee .14
14. In exercising its rights to the terms granted to the · most favored licensee· the present
licensee is obliged to accept all the terms so granted and is not at liberty to select the terms that it
finds favorable and reject those that it does not. In other words, it is all of the terms or nothing.
s~ 4. OVERVIEW OF A LICENSING AGREEMENT
Example 1
Licensor agrees that it will not issue any license granting the right to sell
Licensed Products covered by the Patents to the general public, to any
person, firm or corporation under terms and conditions more favorable
than those granted to Licensee hereunder without giving Licensee the
benefit thereof as of the date on which such more favorable terms and
conditions shall become effective. In the event that Licensor enters into
any such more favorable license, Licensor will promptly notify Licensee
to that effect and offer Licensee a reasonable opportunity to accept all
such terms and conditions.
Example 2
If an agreement is concluded by the Licensor with any third person in

[specified country (countries)] on more favorable terms and conditions
than those of [this Agreement] [the Articles on royalty rates], the Licensee
shall be entitled to have the terms and conditions of [this Agreement] [the
Articles on royalty rates] modified as of the earlier date on which such
other person conducts operations under such favorable terms and
conditions to the same extent as those granted to such third person.
Territory 's
The extent of the license also refers to the geographic territory. For
example, worldwide rights could be granted, or the rights could be for
specific countries or even specific parts of countries (such as a state or
region of a country). What is appropriate will be influenced by what
the licensor is able to offer in terms of rights and what the licensee is
able to take advantage of in a particular territory or region. lt is quite
common for a licensor to operate in its local market while licensing
companies active in various foreign markets to handle those markets.
In this way the licensor is able to effectively penetrate foreign markets.
15. Territorial restrictions, which have been instituted to produce an anti-competitive effect,
have run foul of the u.s and European Union anti-competitive laws. lt is, therefore, prudent for
parties to obtain a legal opinion when attempting to confine the activities, especially sales, by one
party to a relatively limited geographical area. Territorial limitations based on a valid business
purpose can be imposed, if appropriately drafted.
4 . OVERVIEW OF A LICENSING AGREEMENT :s1
Example 1
The Territory is the Federal Republic of Germany. Sales to France are

permissible, unless and until Licensor has granted a License in France and
has so informed the Licensee by registered ma.il with receipt. Licensee does
not have the right to sell Licensed Products produced under the Patent
Rights to other countries. In each case of a violation of this clause,
Licensee is obligated to pay three times the License Fee to the Licensor.
Example 2
The Licensed Territory shall be the area of the full Member States of the
European Union, as that organization is, at the date of signing of this
Agreement, constituted.
Sub-license
The licensee. particularly if the licensee has an exclusive license, 16 may

wish to have the right to grant sub-licenses in its territory. If so, this
needs to be specifically negotiated and stated in the agreement. lt
should also be stated if the licensor's prior written approval is required
for the granting of any sub-licenses, the choice of sub-licensee and
the conditions upon which such sub-licenses may be granted; for
example, the extent to which the terms of the sub-license should
accord with those of the head license agreement. An additional clause
should state whether or not the sub-license comes to an end when
the head license is terminated or expires for any reason.
Example
(a) Licensee shall have the exclusive right under the Licensed Patents
to grant sub-licenses to others at royalty rates not less than those
required to be paid in Article XVZ of this Agreement.
(b) In respect of sub-licenses granted by Licensee under this Article,
Licensee shall pay to Licensor twenty (20) percent of all revenue
received in compensation for the sub-license, whether this takes
the form of lump sums or royalties paid or any compensation in
value or rebates in return for the sub-license.
(c) Termination under any of the provisions of Article ABC of the License
granted to Licensee in this Agreement shall terminate all sub-licenses
that have been granted by Licensee, provided that any sub-licensee
16. Non-exclusive licensees are generally not granted the right to grant sub-licenses since a
potential sub-licensee. could seek a license directly from the licensor.
s~ 4 . O VERV IEW OF A LICENSING A GREEM ENT
may elect to continue its sub-license by advising Licensor in writing,

w ithin sixty (60) days of the sub-licensee's receipt of written notice of
such termination, of its elect ion, and of its agreement to assume in
respect to Licensor all the obligations (including obligations for
payment) contained in its sub-licensing agreement w ith Licensee.
Any sub-license granted by Licensee shall contain provisions
corresponding to those of this paragraph respect ing termination and
the conditions of continuance of sub-licenses.
(d) The granting by licensee of sub-licenses under the licensed
Patents shall be at t he discretion of Licensee, and licensee shall
have the sole power to determine whether or not to grant sub-
licenses, the identity of sub-licensees, and, subject to paragraphs
(a) and (c) of this Article, the royalty rates and terms and conditions
of such sub-licenses.
Improvements
When dealing with improvements, also known as versions,

enhancements, and new models, it is important to define what is an
improvement and, therefore, covered by the license, and what is a new
technology or new intellectual property. The latter case, depending on
the national law, 17 may necessitate a new license agreement.
Improvements to the licensed technology are not likely to be a major

issue where the licensor is in successful commercial production. Where,
however, the licensor and/or the licensee is involved in ongoing
research and development, or the licensed technology is at an early
stage of development, it is likely that improvements w ill be made to
the process or product during the term of the license agreement.
This is a particularly important issue if the improvements are likely to

be patentable or otherwise protectable. In this event, the licensor w ill
want, if not require, the right to use any such improvements
developed by the licensee. 18 This right might extend to the licensor
being able to grant a sub-license to other licensees in other territories
and may involve the licensor using t he improvements for other
17. In the U.S.A, if the licensee participated in the improvement enough to qualify as a named
inventor he will have the right of use regardless of a license. See 35 u.s.c. Section 262.
18. Obliging a licensee to grant back improvements to a Iicensor on an exclusive basis may be
considered anti·competitive. See for European Community, fn 23.
4. OVERVIEW OF A LICENSING AGREEMENT :s3
product applications. Obtaining these rights may mean there will

need to be an adjustment to the financial arrangements. In addition,
consideration will need to be given as to whether the licensee will
have access to any subsequent improvements made by the licensor.
This could occur automatically, or the agreement could provide that
there would be an option which would involve further negotiations
when details of the improvements are known.
A possible arrangement reflecting some of the above is that each

party shall keep the other informed of, and shall have the right to use
on a royalty-free basis, all improvements made to the licensed
technology, and the licensor shall have the right to sub-license the
licensee's improvements to its other licensees outside the territory. Or
the improvements may be subject to an additional royalty to be fixed
in advance, although this is often difficult to anticipate.
Example
(a) Changes and Improvements by Licensee:
Modifications to the Licensed Product are only permissible after

written approval by Licensor.
All Improvements of the Licensed Product shall be reported by

Licensee to the Licensor. If the Licensor has participated in the
Improvement, Licensor has the right to be named as a joint inventor,
and to exploit and utilize the Improvement by taking a license
thereunder. The conditions are to be negotiated by the parties in
good faith. The term Improvements shall mean those advances or
developments which can be directly used and applied in relation to
the Licensed Product and which are eligible for patent protection.
(b) Changes and Improvements by Licensor:
Licensor shall inform the Licensee of all Improvements to the

Licensed Product. This provision is applicable also for Improvements
for which a patent application is filed. The Licensee has the right to
obtain a License for such Improvements in accordance with the
conditions of this Agreement.
s~ 4 . OVERVIEW OF A LICENSING AGREEMENT
Technical Assistance
Depending on the kind of technology being transferred, there is often

an agreement to provide the licensee with technical assistance in the
form of documentation, data and expertise.
Term
The term or duration of the license agreement can be influenced by

the subject matter of the rights being licensed. Thus, a patent license
could end on the expiration of the last to expire of the licensed
patents. A know-how or trademark agreement might be for five
years, extended automatically for the same period, unless one of the
parties gave prior written notice of termination. The term of a
technology license including rights to patents, copyright, trademarks,
and industrial designs will depend on the market and revenue
estimations of the parties. The licensor may also wish to limit the term
in order to assess the business efficacy of the licensee. The licensee
may wish to extend the term if it is investing heavily in infrastructure
necessary for exploitation of the intellectual property (e.g., a factory
or a distribution channel). The only rule about the term of a license is
that this depends entirely on the business needs of the parties and
many tailored and negotiated outcomes are possible.
COMMERCIAL AND FINANCIAL CONSIDERATIONS
An important factor in commercial and financial considerations is the

valuation of the technology. This was addressed in a previous section.
Here we consider the various types of payment which are applied in
licensing agreements. The parties will seek to arrive at a payment
structure that reflects the nature and circumstances of the agreement
and the terms and conditions agreed upon. '9
19. Some factors that influence the setting of royalty rates are the strength and scope of
intellectual property rights, territorial extent of rights, exclusivity of rights, level of innovation,
durability of the technology, degree of competition/availability of other technologies, inherent risk,
strategic need, portfolio fit, stage of development, etc.• see ''Royalty Rates: Current Issues and
Trends", hrtp:/lwww.medius-associates.com/Resources/Royalty%20 Article.pdf
4 . OVERVIEW OF A LICENSING A GREEM ENT :ss
In addition, this section will consider the issue of inflation, as well as

financial administration, which covers the licensee's accounts and
records, and matters of currency and taxation. lt will also cover
infringement and product llability.
Payments to the licensor for the acquisition and use of technology are
usually classified as lump sums and royalties, and many agreements
contain both types of payment.
Lump Sums
Lump sums are payable on the happening of a particular event. There

may be one sum only, payable on signing the agreement. If there were
no further payments, this would be considered a fully-paid-up license.
On the other hand, there could be a series of lump sums, payable on
the occurrence of specific events, which might be time-based, such as
on the first or second anniversary of the signing of the agreement.
Events can also be performance-based, such as on the disclosure of
confidential information or on the commencement of commercial
production. In the pharmaceutical industry, these "milestone" events
could be the commencement of Phase I, 11, and/or Ill clinical trials and
the granting of regulatory approval. An event could also be the
exercise of a right or option such as the licensee extending the license
to additional geographical territories or fields of use.
Time-based payments are certain in that the amounts are known and
agreed, and they are risk-free in that they will be paid when the
specified period has elapsed. No further action is required by the
licensee or the licensor.
Performance-based payments, on the other hand, depend on the

occurring of certain events, such as the first commercial sale. As the
payments are not made if the event in question does not occur. it is
important to clearly define events such as first commercial sale.
This spreading, or delaying, of payments means that the licensee's

financial risk is reduced until the technology's commercial, or
technical, risk is reduced. This will be of significant benefit to the

licensee, especially where the technology is embryonic, rather than
fully developed and ready to be commercialized.
Royalties20
Royalties are regular payments to the licensor, which reflect the use of
the technology by the licensee. As they link use with a monetary
amount they can be a good reflection of the value of the technology
to the licensee and, accordingly, royalties are the most usual type of
payment in license agreements.
Royalties have two key components: the royalty base and the royalty rate.
The royalty base could be the cost of manufacturing or the profit from
selling the licensed products. These are not often used. This is mainly
because the licensee will usually consider this information to be
competitor-sensitive and highly confidential and, in any event, the
figures will vary according to accounting treatments and so may cause
unnecessary disputes. Units or volume of production are also not
often used, mainly because units produced does not mean units sold.
lt thus follows that the most common royalty base is the licensees
sales.2 ' This could be the number of units of the licensed product sold
with the licensee paying a fixed amount of, say, US$1 per unit. All that
needs to be ascertained is the number of units sold, and the royalty
payable is determinable. If there is a dispute, it is easy to check the
licensee's sales records. With this base, the licensor may require that
the rate be reviewed from time-to-time, by the use of an appropriate
indicator such as a domestic Consumer or Manufacturing Price Index.
20. www.royaltysource.rom is a valuable database of actual licensing arrangements. The

industries covered include automotive and manufacturing, biotechnology and pharmaceutical,
chemicals, and computer hardware and software. The information provided, for a fee, usually
includes details of the partiesand the property licensed or sold, up-front payments and royalty rates,
and information on key issues such as exclusivity and geographical territory.
21 . See LeeR. Phillips, "Net Sales Definition is Central Issue•, Les NouveUes, March 1992, page 18.
4 . OVERVIEW OF A LICENSING AGREEMENT :57
Alternatively, the royalty base could be either the gross or the net
sales receipts of the licensee. Gross receipts do not allow for
deductions for such expenditures as packaging and freight. These are
not relevant to the use of the technology, and so these and other
unrelated items are usually excluded. Therefore, the base more often
used is the licensee's net receipts.
Example
Net Sales
"Net Sales" shall mean the total of the cash and non-cash consideration
received by Licensee, its Affiliates, and its sub-licensees for Licensed
Products sold or delivered to independent, third-party customers in bona
fide arms-length transactions, less the following deductions, to the extent
such deductions are customary in the industry, are actually paid or allowed
and are not later reduced (for example, by means of a full or partial rebate
or credit of the deduction to Licensee, its Affiliates or sub-licensees):
(i) amounts repaid or credited by reason of rejections or returns of

Licensed Products;
(ii) rebates, quantity discounts, trade discounts and cash discounts
related solely to the sale of the Licensed Products actually paid or
credited to customers;
(iii) discounts which Licensee, its Affiliates and its sub-licensees are
required by law to give under Medicaid, Medicare or other
governmental special medical assistance programs;
(iv) freight and insurance, as invoiced to and paid by customers;
(v) U.S. sales, use and excise taxes and U.S. import duties paid,
absorbed or allowed by Licensee, its Affiliates or its sub-licensees
which are directly related to the sale of Licensed Products and
invoiced to customers;
(vi) amounts repaid or credited to customers by Licensee, its Affiliates
and its sub-licensees because of retroactive price reductions in
Licensed Products; and
Sales and transfers among Licensee, its Affiliates and its sub-licensees of
Licensed Products intended for ultimate sale to third parties shall be
disregarded for purposes of computing royalties.
This leads to the second key component of royalties, the royalty rate. it is
important that the rate results in a good business proposition for both
parties, and so negotiation of the royalty rate is fundamental to the success
of the agreement. Too high a rate can mean the license is unprofitable for
the licensee. Too low a rate can mean the licensor does not receive an
adequate return, which might lead to reduced expenditure on continuing

research and development. Either might adversely affect the relationship
between the parties and the success of the agreement.
Factors relevant to determining the royalty rate were addressed in the

section on valuation of technology.
Royalty Variables
Chapter five emphasizes that generating variables or creating

alternatives is an important part of reaching a "win-vvin" agreement,
and variations to the royalty arrangements can provide important
flexibility for both parties.
One possible variable is that the royalty rate reduces as the volume
increases or time passes. Thus, a royalty rate of 10% might reduce to
7.5% after the sale of one million units, then to 5% after five million
units. This might be on an annual or a cumulative basis. The reverse
is also possible, with the royalty rate increasing as the volume
increases. The first approach has the objective of encouraging the
licensee to increase production and hence the royalties payable to the
licensor. The reverse approach imposes lower royalty costs on the
licensee at the beginning while the technology is being introduced
and sales are low and increases them as market share is gained.22
Another possible variable is that the licensee is required to pay the

licensor an annual minimum royalty. Thus, the sum of US$50,000
might be payable for year 2 of the license, increasing to US$75,000
for year 3 and US$1 00,000 for each year thereafter. This is particularly
appropriate where the license is exclusive and the licensor needs to
ensure that minimum royalties are received. If they are not, the
licensor needs to be free to work with another partner so that his
technology and intellectual property rights are not wasted by poor
22. See on positively and negati'll!ly correlated royalties Crispin Marsh, Managing D1rector,
SCP Technology and Growth PTY Ltd., ·structuring Royalty Payments to Mutual Advantage",
htrp:/twww.scp.com.autpubliGJtionsllicensinglmutual.shtml
4. OVERVIEW OF A LICENSING A GREEMENT :s9
exploitation. In some jurisdictions, the ability to grant exclusive

licenses may be constrained by law because of the perceived risk that
a single licensee will have too much power over the licensor and
insufficient motivation to exploit the technology thus risking anti-
competitive markets. Where a license is non-exclusive, the licensor has
other alternatives and, in particular, is able to license other parties in
the territory.
The reverse is also possible, and instead of there being a continuing

annual minimum royalty, the license can become "paid up" or royalty-
free. This would happen when an agreed event occurred, such as, for
example, fifteen years of commercial production and/or total royalties
paid reaching an agreed total sum, whichever event occurs first. This
has the objective, after the licensor has been substantially rewarded,
of ensuring that the licensee is rewarded as well.
Example 1
Financial Conditions
1. Licensee shall pay Licensor, during the term of this Agreement, a

royalty of five percent (5%) on the Net Sales generated by Licensee,
its Affiliates, Sub-licensees and/or Distributors in the Field.
2. Without prejudice to the provisions of section 1, if a Sub-licensee

grants sub-licenses to independent third part ies in the Field,
allowing such third party to use the Licensed Technology in one or
more Products, the Licensor, Licensee and the Sub-licensee have
agreed that, in lieu of the obligation t o pay royalties on the Net
Sales generated by such Sub-licensee in accordance with the
provisions of section 1, Licensor and Licensee will divide the
consideration paid by such Sub-licensee by virtue of which Licensor
shall receive twenty five percent (25%) of all payments (including
any signing or milestone fees or royalties) payable by any such Sub-
licensee on its Net Sales of Products. Payment of Licensor's share
and the related reporting shall be submitted by Licensee in
accordance with the quart erly royalty payments due in accordance
with Article XX. No further royalties shall be due by Licensee to
Licensor on the Net Sales value of any Product sold by such a Sub-
licensee in the event that the parties have shared the royalties and
milestone-payments as aforementioned.
~ 4. OVERVIEW OF A LICENSING AGREEMENT
Example 2
Financial Compensation
The consideration for the License granted in Article XX by Licensor to

Licensee is determined as follows .
1. Milestone payments:
Amount in US$ Event

100,000 On 1" June 2005.
100,000 On 1" September 2005.
50,000 Within two months after the successful completion of
a trial batch of glazed coating applied to the
LowBioodMed active compound delivered by a
customer of Licensee.
50,000 Within two months after the successful completion by
Licensee in its own production facilities of an industrial
size batch of glazed coating applied to LowBioodMed
active compound for use in human medicine.
100,000 Within two months after the start-up of a clinical trial
program for phase 1 studies for the LowBioodMed
active compound after treatment with the Invention.
2. Royalties
(a) In consideration of the License hereby granted and of the Know-

How and the technical assistance provided for in Article XX and
subject to the remaining provisions of this Article, Licensee shall
pay royalties in accordance with the following schedule on the
worldwide Net Sales of Products covered by issued patent claims of
Patent Rights during each Sales Year commencing with the second
Sales Year. Licensee shall have no obligation under this Agreement
to pay royalties on Net Sales during the first Sales Year.
Commencing with the second Sales Year, the royalties payable for
Net Sales during each Sales Year wi ll be calculated as follows:
Net Sales in US$ Million Royalty Rate

1 Less than 5 1.50%
2 Between 5 and 10 1.75%
5 Between SO and 100 2.00%
6 Over 100 1.50%
4 . OVERVIEW OF A LICENSING AGREEMENT Fl
(b) The roya lty rate applicable under this Article 2 shall however be
reduced by twenty percent (20%) of such rates in the event of sales
by one or more competitors of products which use a technology
with comparable qualities regarding the stability of the chemical or
pharmaceutical compound under conditions of tropical heat and
humidity and which are competitive w ith one or more of the Products.
(c) In the event of issuance to a third party of a patent which claims a

glazed neutral coating technology whereby, in the opinion of
independent patent counsel who is acceptable to both parties, sale
of Products would constitute an infringement of such claims,. then,
as of the date of such issuance, Licensee shall have no further
obligation to pay roya lties to Licensor under this Agreement.
(d) The royalty obligation under this Article 2 will last until expiration
of the patents included in the Patent Rights and any Improvement.
3. Royalty payments shall be made in [currency] within thirty (30) days

after the date Licensee w ill have obtained adequate information
from the Commercial Partners with respect to the worldwide Net
Sales of Products.
4. All taxes assessed or imposed against or required to be w ithheld

from royalty payments due by Licensee shall be deducted from
amounts payable hereunder and shall be paid to appropriate fiscal
or tax authorities on behalf of Licensor. Tax receipts received by
Licensee evidencing payment of such taxes shall be forwarded
promptly to Licensor. If tax receipts are not available from the tax
authority, Licensee shall promptly obtain and send the best
available evidence of payment.
5. Payments due under this Agreement will be subject to interest from

the day of their maturity at the rate often percent (10%) per annum.
Payments due under this Agreement shall be made to Licensor by
bank transfer to accounts duly notified by Licensor to Licensee.
Example 3
Duration and termination
The deferred payment obligation under Article XX will last until expiration
of the longest running patent of the patents included in the Patent
Portfolio and the Improvement Patents. Thereafter Licensee w ill have fully
paid up the right to develop, make, have made, promote and sell Products
worldwide w ithout payment of further compensation to the Licensor.
Example 4
Royalties on Sales
1. Licensee shall pay to the Licensor or to its assigns, in accordance

with the provisions of this present Article, a royalty in the amount
of five percent (5%) of the Net Sales of each Product in the
Territory as well as of any material value or reduction that Licensee
may obtain from the purchasers of the Product in compensation for
the Product.
2. Licensee's obligations to pay the royalties required by this present

Article shall cease, in any particular country with respect to the
Product:
(a) Upon the expiry of the patent protection for the Licensor's Patent
Rights covering the Product in that country; or
(b) on the 1Slh anniversary of the First Sale of the Product in that
country. and thereafter the Licence granted to Licensee shall be a
paid-up royalty-free licence. Licensee shall notify the Licensor of
the date of the First Sale of the Product by itself, its Affiliated
Companies or its Sub-licensees in the Territory within thirty (30}
days of that First Sale.
3. The royalties shall be due and payable within thirty (30) days of the
end of March, June, September and December with respect to
sales of the Product in the three (3) month periods ending on the
last day of March, June, September and December. Such royalties
shall be paid to the Licensor, to such bank account as the Licensor
may designate, in [currency]. Licensee shall on payment of royalties
submit a written statement summarizing on a country-by-country
basis the accrual of the royalties in question together with a copy
of the quotations of the main banker of Licensee on the currency
rates in question.
4. Upon expiry of Licensee's obligation to pay royalties in respect of

the Net Sales of the Product in any particular country, Licensee and
its Affiliated Companies and its Sub-licensees shall have a
perpetual, non-terminable paid-up licence to use the Know-How
for that Product and to manufacture and market that Product in
that particular country without further obligation to the Licensor.
4 . OVERVIEW OF A LICENSING AGREEMENT F3
Example 5
Financial Reporting Obligations
1. Within thirty (30) days of the end of each calendar quarter,

Licensee shall send to the Licensor a statement disclosing the Net
Sales of the Product f or the just ended calendar quarter and the
royalties due to the Licensor.
2. Licensee, if required so to do by any applicable tax law, may deduct

any governmental withholding tax required to be deducted by it on
payment of royalties hereunder or on payment of any of the
development fees set out in Section X, but shall account to the
relevant tax authorities for the sum so deducted and provide the
Licensor with proof of such payment from such authorities. Licensee
shall provide reasonable assistance to the Licensor in securing any
benefits available to the Licensor with respect to governmental tax
withholdings by any relevant law or double tax treaty.
3. Licensee shall keep at its registered office. and shall cause its
Affiliated Companies and its Sub-Licensees to keep, full and
accurate records of t he sales of the Product for each country for
purposes of compliance with its obligations hereunder. Such
records shall be made available following the First Sale of the
Product in the Territory, for inspection by the Licensor or an
independent certified public or chartered accountant of the
Licensor's choice during normal business hours after reasonable
notice, up to two (2) years after the termination or expiration of
this Agreement. and at the Licensor's expense. Such inspection
shall not occur more often than once a year, except in the year
following the discovery of any discrepancies, during which time
quarterly inspections shall be permitted.
Inflation
The issue of inflation is effectively provided for where the royalty rate
is expressed as a percentage of sales. Where, however, the royalty is
a specific amount in a specified currency, it is usually reviewed
regularly, say, annually or every two years, and adjusted, if the
national law so permits, in accordance with an agreed consumer,
manufacturing or other local index. Adjustments can also be made to
lump sums payable on the happening of an event where, in particular,
the occurrence of the event is distant and uncertain.
~ 4. OVERVIEW OF A L ICENSING AGREEMENT
Financial Administration
The financial administration provisions of the license agreement

include obligations on the licensee to keep accounts and records, to
report the results and pay the consequent royalties. The royalty reports,
which might be required once, twice, or four times a year, might need
to be certified by the licensee's chief financial officer or auditor. In any
event, the licensor usually reserves the right to inspect, or have a third
party inspect, the licensee's accounts and records. This would be at the
licensor's expense, unless, for instance, a discrepancy was discovered
of more than a specified percentage and the agreement would then
provide for the consequences triggered by this event.
Example
1.1 The Licensee shall keep accurate books and records showing all
Licensed Products manufactured, used, and/or sold under the
terms of this Agreement. Books and records must be preserved
for at least five (5) years from the date of the royalty payment to
which they pertain.
1.2 Books and records must be open to inspection by representatives
or agents of the Licensor at reasonable times. The Licensor shall
bear the fees and expenses of examination but if an error in
royalties of more than five percent (5%) of the total roya lties due
for any year is discovered in any examination then Licensee shall
bear the fees and expenses of that examination.
Financial administration also includes, where the parties are from

different countries, the issues of currency and taxation. The currency
of payment is not always the currency in which royalties arise. In these
cases, it will be necessary to specify when the conversion is to be
made and the rate to be used. The licensee should endeavor not to
bear any exchange risk. Sometimes, it may be appropriate to agree on
an exchange rate and state how fluctuations of more than a specified
percentage are borne or shared.
There will necessarily be tax implications from a licensing agreement.

The advice of a competent professional should be sought in
evaluating the various options that may be available to each party in
4. OVERVIEW OF A LICENSING AGREEMENT :Gs
deciding on the best way to manage this issue. For example.

depending on whether the revenue is considered a capital gain or
ordinary income, the tax implications would differ. When technology
is licensed internationally, the licensor will usually require that all local
taxes be borne and paid by the licensee. This means. in particular.
sales and customs levies and duties. lt does not usually include
withholding tax. This is because withholding taxes are taxes on the
licensor and. in most cases, will be creditable against the licensor's
domestic income tax under a double tax avoidance agreement
between the licensee's and the licensor's countries.
Infringement
When all or part of the technology has the benefit of patent or other
intellectual property protection. it is important to provide for what will
happen if there is any infringement. There are two situations where
infringement could occur. The first is where a third party is using the
protected technology but does not have a license. Here the licensee is
facing competition and is likely to be at a financial disadvantage as the
infringing competitor is not paying royalties. The licensee, particularly if
he is a non-exclusive licensee. will expect the licensor to take steps to
deal with the infringement. For instance, the licensor could negotiate
with the third party so that it becomes a licensee. If this is not
appropriate or is not successful, then the licensor may need to take legal
action. Until proceedings have been instituted, the license agreement
might provide that the licensee has the right to pay royalties into a
separate bank (escrow) account, which are paid to the licensor when
proceedings are instituted. If, however, proceedings are not instituted
within, say, three years, then the accrued royalties could be returned to
the licensee and, thereafter, the license could be royalty-free.
The second infringement situation is where a third party claims that the
licensee is using technology in respect of which the third party has
obtained protection. In this situation, the licensee may be faced with
the prospect of not being able to continue to use all or some part of
the licensed technology. Again the licensee will look to the licensor to
provide support and assistance. However. the licensor might argue that
~ 4 . OVERVIEW OF A LICENSING A GREEMENT
it is the licensee who has control over the application of the technology
and that, in any event, before signing the agreement and commencing
production, the licensee should have carried out the relevant searches,
which would usually have revealed the presence of these pre-existing
rights. Even so, the license agreement might provide that the parties
would ascertain whether it is possible for the licensor to provide non-
infringing technology. If not, the issue is whether the third party's
patent is valid, and, if so, the licensee might require the licensor to
obtain a license from the third party and a consequent adjustment to
the financial arrangements between the licensor and the licensee.
Example 1
Licensee, as exclusive licensee, shall have power to institute and

prosecute at its own expense suits for infringement of the Licensed
Patents, and if required by law, Licensor w ill join as plaintiff in such suits.
All expenses in such sui ts will be borne entirely by Licensee, and Licensee
will pay to Licensor twenty f ive percent (25%) of any excess of recoveries
over expenses in such suits.
Example 2
Licensee's right and obligation, respectively, to sue for infringement in an

exclusive license.
L While and as long as its License under this Agreement remains

exclusive, Licensee is empowered -
(a) To bring suit in its own name, or if required by law, jointly with
Licensor, at its own expense and on its own behalf , for
inf ringement of the Licensed Patents;
(b) In any such suit to enjoin infringement and to collect for its use,
damages, prof its and awards of whatever nature recoverable
for such inf ringement; and
(c) To settle any claim or suit for infringement of the Licensed
Patents by grant ing the infringing party a sub-license under t he
provisions of Article X of this Agreement.
2. In the event Licensor shall bring to the attention of Licensee any

infringement of the Licensed Patents, and Licensee shall not, within
six months,
(a) Secure cessation of the infringement,
(b) Enter suit against the infringer, or
(c) Provide Licensor with evidence of the pendency of a bona fide
negotiation for the acceptance by the infringer of a sub-license
under the Licensed Patents, the License herein granted to
Licensee shall forthwith become non-exclusive, and Licensor
4. OVERVIEW OF A LICENSING A GREEMENT F7
shall thereafter have the right to sue for the infringement at

Licensor's own expense, and to collect for its own use all
damages, profits and awards of whatever nature recoverable
for such infringement.
Product Liability
Product liability can have important financial consequences. The risk

is that there might be injury or damage, to person or property, arising
from a licensed product that is defective. The need is to identify the
source of a potential defect and to assign responsibility accordingly.
Thus, the licensee would usually be responsible for any manufacturing
defects or for inadequate quality control. The licensor may supply
components to the licensee, and, in this event, the licensor would
usually be responsible for any defects in those components.
The party accepting responsibility would also provide the other party
with an indemnity against any claims by a third party for loss or
damage. The value of this indemnity is completely dependent on the
financia l resources of the party giving it. Thus, it is usual for the license
agreement to require that product liability insurance indemnifying the
licensor and licensee for an agreed value is obtained and maintained.
Example
1. Indemnification by Licensor. Licensor will indemnify and hold

Licensee, its directors, officers, employees and agents, harmless
against any and all liability, damage, loss, cost or expense
(including reasonab le attorney's fees) resulting from any third party
claims made or suits brought against Licensee which arise from an
act or failure to act by Licensor or Licensor's breach of its
representations, warranties or agreements contained herein.
In addition, Licensor shall indemnify and hold Licensee, its

directors, officers, employees and agents, harmless against any and
all liability, damage, loss, cost or expense (including reasonable
attorney's fees) resulting from any claims made or suits brought by
a third party arising out of or relating to the Patent Portfolio, the
Technology and/or the Data.
2. Indemnification by Licensee. Licensee will indemnify and hold

Licensor, its directors, officers, employees and agents, harmless
against any and all liability, damage, loss, cost or expense
~ 4 . OVERVIEW OF A LICENSING A GREEM ENT
(including reasonable attorney's fees) resulting from any third party

claims made or suits brought against Licensor which arise from the
breach of any of Licensee's representations, warranties or
agreements contained herein, or which arise out of the
development,. manufacture, promotion, distribution, use, test ing or
sale, or ot her disposition of t he Product, including, without
limitation, any claims, express, implied or statutory, made as to the
efficacy, safety or use to be made of the Product, and claims made
by reason of any Product labeling or any packaging containing the
Product. This obligation to indemnify shall not apply where the
basis for the claim Is the negligence or willful malfeasance of
Licensor or Licensor's breach of its representations, warranties or
agreements contained herein.
3. Limitations on Indemnification Obligations. Licensor and Licensee

each agree that in no event shall either Party be liable to the other
f or indirect, incidental, special or consequential damages resulting
f rom a default or breach of this agreement.
4. Procedures. The Party to be. Indemnified shall notify the

Indemnifying Party of any claim or action giving rise to a liability
within twenty (20) days after receipt of knowledge of the claim. If
notice is not given w ithin twenty (20) days, the Indemnifying Party
shall maintain its obligation to indemnify unless such failure to
timely notify has a material, adverse effect on the outcome of the
claim. The Indemnifying Party shall control the defense or
settlement of the claim. However, the Indemnifying Party shall not
settle or compromise any such claim or action in a manner that
imposes any restrictions or obligations on the Party to be
Indemnif ied without the indemnified Party's written consent. The
Party to be Indemnif ied shall cooperate reasonab ly, assist and give
all necessary authority and reasonably required information.
GENERAL CON SIDERATIONS
The last main section of a license agreement is intended to embrace the

issues that have not been referred to in the above three categories. Thus,
they include representations and warranties, specific licensor and licensee
obligations, as well as issues of waiver, force majeure, dispute resolution
and issues arising out of the expiration or termination of the license.
Representations and Warranties
Representations and warranties are statements or assurances about a

matter or position relevant to the license agreement. One important
4 . OVERVIEW OF A LICENSING AGREEMENT :69
distinction is that a representation is not usually a term of the

agreement, whereas a warranty is a contractual term, the breach of
which could entitle the injured party to terminate the agreement and
sue for damages.
While there are no restrictions on what might be the subject of a

representation or warranty, typical examples include:
• the licensor owns the technology and has the right and
authority to grant the license;
• that the licensed material (e.g. text, software, and/or
documentation) is original and has not been copied;
• to the best of the licensor's knowledge and belief, the licensed
patents are valid and are not being infringed by any third party.
The first two examples should be unqualified. However, with respect to

the third example, given the difficulty of being absolutely certain that
a patent is valid, it is reasonable for the licensor, having exercised due
diligence to ensure that the patents are valid, to qualify his warranty
that the licensed patents are valid to the best of his knowledge.
Another example would be where the licensor represents or warrants

that the technology will produce minimum quantities of the licensed
product to a specified quality within a specified period. Whether or
not this is reasonable will depend, for example, on whether or not the
licensor is already in commercial production and/or is supplying the
necessary production equipment and technical assistance.
Representations and warranties have the advantage of clarifying and

confirming the parties' understanding of particular issues and this can
be helpful and important. They are useful for allocating risk between
the parties to the agreement. However, a representation or warranty
is only as useful as the solvency and assets of the party that is making
it. Also, limits contained in other parts of the agreement on the
amount of damages that may be claimed (disclaimers) can take away
the value of such assurances. (See related discussion of indemnities
under 'product liability', which are similar.)
Example
Representations, Warranties and Covenants Made by Licensor
Licensor represents and warrants to Licensee that:

1. (a) Licensor has full contractual rights to grant exclusive licenses of
the Patent Portfolio to Licensee.
(b) Licensor also has full contractual rights to grant a non-exclusive
license to Licensee in the Field for all Improvements.
2. (a) None of the Patents in the said Patent Portfolio has lapsed by
reason of abandonment or non-payment of annuities or will
lapse within two months of the Effective Date.
(b) Issued patents included in the Patent Portfolio are at the
Effective Date valid to the best of Licensor's knowledge, and
subsisting free and clear of all liens, claims, security interests,
licenses and encumbrances. No opposition was filed with
respect to any of the patents during the period of opposition.
(c) The execution and performance of this Agreement by Licensor
will not violate any provision of law, any order of any court or
any agency of government, or the charter or bylaws or other
internal regulations or decisions of the Licensor and will not
violate or result in the acceleration of any material obligation
under any agreement or instrument of any kind to which
Licensor is a party or by which it is bound.
3. There are no material claims, actions, suits or proceedings pending,

or to the knowledge of Licensor threatened against or affecting
Licensor arising out of or relating to the Patent Portfolio.
4. Licensor represents that it has not received notice or has not been
charged with infringement or violation of any adversely held
patent, invention or trade secret relating to the Patent Portfolio.
Licensor further represents that, at the date of this Agreement, it
does not know of any information or inventions related to the
Patent Portfolio that would render it obsolete or would
substantially reduce its value to Licensee such that, had Licensee
known of the information or inventions, before entering into this
Agreement, it would not have done so.
5. Licensor acknowledges that Licensee shall assume no liabilities or

obligations of Licensor whatsoever whether with respect to the
Patent Portfolio or Licensor Improvements.
6. Licensor shall, after the Effective Date, at the request of Licensee

and without further consideration, execute and deliver such further
instruments and take such further actions as Licensee may
reasonably request in order to enable it to exercise and protect its
rights under this Agreement, or to comply with recordation in any
jurisdiction where the Patent Portfolio or Improvements exist.
4 . O VERVIEW OF A LICENSING A GREEM ENT T,
7. licensor further covenants and agrees that it will, whenever

requested and without cost, promptly communicate to Licensee or
its representatives any facts known to it relating to the Patent
Portfolio or the Improvements, testify in any interference or legal
proceedings involving the same, and execute any additional papers
that may be necessary to enable Licensee or its representatives or
successors to secure full and complete protection for the same, in
as far as such request, testimony or action relates directly to
applications of the Patent Portfolio within the Field.
Licensor and Licensee Obligations
The licensor is expected to take, for example, in a patent and know-

how agreement, all necessary action to transfer the technology and
assist the licensee to commence commercial production. Similarly, the
licensee is expected to successfully manufacture and market the
licensed product in the territory. In practice, this is an area that could
give rise to a lot of disputes. it is, therefore, important that the parties
clearly identify all actions that are necessary to achieve these
objectives, and they should be agreed and recorded in the license
agreement. Some examples are referred to under Heads of
Agreement in Annex 11 A.
Sometimes, there is an overall obligation on the licensee to use all

reasonable efforts, or best efforts if the license is exclusive, to achieve
the objectives of the license agreement and commercial success. This
can be an ambiguous obligation, and it is better to specify particular
actions, such as an obligation by the licensee to spend agreed amounts
on research or marketing or other activities tailored to increase the
likelihood of success. it is a bad practice to rely on best efforts clauses
to resolve issues of responsibility that are the subject of a hard-to-
resolve negotiation. These hard-to-resolve issues (e.g. how much will
the licensee invest in the exploitation of the licensed technology) are
often the issues that lead to later disputes and litigation.
Example
Licensee shall use, and shall cause its Sub-licensee to use, all
commercially reasonable efforts to market, promote and sell the Royalty-
Bearing Product in the Territory.
In case the Licensee causes no actual turnover of Products and thus no

Net Sales of Product in the Territory after a period of four full years from
the Effective Date, a sum of [amount] [currency] shall nevertheless be
paid by Licensee to Licensor as a minimum lump-sum payment. Such
payment shall be on an ongoing annual basis, after each year in which
no turnover is caused, starting with the fourth unproductive year.
Payment shall be made in the following month of January for as long as
Licensee has not brought a Product to the market and until Licensee
terminates this agreement under the terms of Article XX.
Waiver
A waiver clause in a license agreement means that a party does not

lose its rights because it does not enforce those rights. Thus, if a
licensor was entitled to give notice of termination due to non-
payment of royalties, but overlooked or ignored the breach, the
licensor could still give notice in respect of another breach of that
obligation. The waiver clause in effect prevents the application of the
legal concept of estoppel, i.e. the earlier tolerance or oversight does
not prevent the licensor from subsequently enforcing its rights.
Example
No waiver by either party of any default of this Agreement may be

deemed a waiver of any subsequent or similar default.
Force Majeure
A force majeure clause in a license agreement addresses intervening

circumstances beyond the control of a party, which prevent that party
from carrying out its obligations. War, strikes and fire are the types of
occurrences envisaged, and the benefit of the clause is that the time
to carry out an obligation may be delayed until the force majeure
circumstance ceases or is removed.
Anti-competitive Practices 23
When entering into a licensing agreement it is important to keep in mind

that if certain business practices are incorporated, the agreement may,
depending on the national laws of the country or countries in question, be
considered illegal if tantamount to being anti-competitive. Some examples of
practices that may be considered unlawful depending on the particular
circumstances of the agreement are obliging a licensee to accept certain
products or services in addition to the proprietary technology (tie-in,
bundling), prohibiting the licensee from dealing with certain enterprises,
attempting to fix the prices of products incorporating the licensed
technology, territorial restrictions, cross licensing and patent pooling.z•
Government Regulations
When considering entering into a licensing agreement with a foreign

partner it is important to verify the existence of various government
regulations that may affect it. For example, most countries would at
least require the registratlonzs of a licensing agreement with the
relevant authorities in that country but there may, in addition, be an
approval process that must be followed for engaging in that kind of
activity in that country. In the licensor's own country there may be
regulations that restrict or make conditional the dealing with certain
technologies for security or other reasons. 26
23. See the recent Eu ropean Community Technology Transfer Block Exemption Regulations
(TrBER), · commission Regulation (EC) No 77212004 of 27 April 2004 on the application of Article
81(3) of the Treaty to categories of technology transf er agreements• and Kathleen R. Terry,
"Antitrust and Technology Licensing•, http:ltwww.autm.net/pubs/journa/195/AIT95.htmJ.
24. See further on patent pools Richard Ekenger. " The Rationale for Patent Pools and their Effect
on Competition", http:/IWNW.jur./u.sellntemet!Biblioreket!Examensarbeten.nsf/0/30F926B40D44
ACF5C1256D9E00447ASD/$R/elxsmall.pdf.
25. See David J. Dykeman and Daniel W. Kopko, "Patent License Recordation in t he United
States and Foreign Countries• , http:IINWw.palmerdodge.comlpdflpatentlicense.pdf.
26. For example, see the Export of Goods, Transfer of Technology and Provision of Technical
Assistance (Control) Order 2003 under the Export Control Act 2002 of the United Kingdom.
Example 1
Licensee shall notify the Licensor if it becomes aware that this

Agreement is subject to any [country] government reporting or approval
requirement Licensee shall make all necessary filings and pay all costs
including fees, penalties, and all other out-of-pocket costs associated
with such reporting or approval process.
Example 2
Licensee shall observe all applicable [country] and foreign laws with
respect to the transfer of Licensed Products and re lated technical data to
foreign countries, including, without limitation, the International Traffic
in Arms Regulations (ITAR) and the Export Administ ration Regulations.
Neither party represents that a license to export shall not be required nor
that, if required, it shall issue.
Disputes
When negotiating the license agreement, parties should be aware

that disputes might arise and provide means for resolving them. Built-
in flexibility for amendments should provide means for resolution at
first resort. Failing which, mechanisms for dispute resolution must be
provided for. When drafting dispute resolution clauses, parties can
draw from several options. Traditionally, parties have often agreed to
resolve disputes through litigation in a specified domestic court.
Increasingly, however, parties opt for alternative dispute resolution
(ADR) procedures, such as arbitration and mediation, or mediation
followed by arbitration. The WIPO Arbitration and Mediation Center
has developed model clauses which facilitate the submission of
disputes to arbitration or mediation, or to a combination of both
(http:llarbiter.wipo.intlarbitration/contract-c/auseslindex.htmf).
ADR procedures offer several advantages:
• A single procedure. Through ADR procedures, the parties can

agree to resolve in a single procedure a dispute involving
intellectual property rights that are protected in a number of
different countries, thereby avoiding the expense and complexity
of multi-jurisdictional litigation, and the risk of inconsistent results.
4 . OVERVIEW OF A LICENSING A GREEM ENT rs
• Party autonomy. Because of its private nature, ADR

procedures afford parties the opportunity to exercise greater
control over the way their dispute is resolved than would be
the case in court litigation. They can, for example. choose the
applicable lavv, place and language of the proceedings as well
as the procedural rules. In addrtion, the parties themselves
may select the most appropriate decision-makers for their
dispute, which will be particularly relevant where disputes
relate to complex legal, technical or business issues.
• Neutrality. ADR procedures can be neutral to the lavv,

language and institutional culture of the parties, thereby
avoiding any home court advantage that one of the parties
may enjoy in court-based litigation, where familiarity with the
applicable law and local processes can offer significant
strategic advantages.
• Confidentiality. ADR proceedings are private. Accordingly, the

parties can agree to keep the proceedings and any results
confidential. This allows them to focus on the merits of the
dispute without concern about its public impact. and may be
of special importance where commercial reputations and
trade secrets are involved.
• Anality and enforceability of arbitral awards. Unlike court

decisions, which can generally be contested through one or
more rounds of litigation, arbitral awards are not normally
subject to appeal. In addition, the United Nations Convention
for the Recognition and Enforcement of Foreign Arbitral
Awards of 1958 (the "New York Convention") greatly
facilitates the recognition and enforcement of arbitral awards
in the more than 130 States, which are party to it.
There are, of course, circumstances in which court litigation is

preferable to ADR. For example, ADR's consensual nature makes it
less appropriate if one of the two parties is extremely uncooperative.
which may occur in the context of an extra-contractual infringement
dispute. In addition, a court judgment will be preferable if, in order to

clarify its rights, a party seeks to establish a public legal precedent
rather than an award that is limited to the relationship between the
parties. In any event, it is important that potential parties and their
advisors are aware of their dispute resolution options in order to be
able to choose the procedure that best fits their needs.
Example 1: Mediation
Any dispute, controversy or claim arising under, out of or relating to this

contract and any subsequent amendments of this contract, including,
without limitation, its formation, validity, binding effect , interpretation,
performance, breach or termination, as well as non-contractual claims,.
shall be submitted to mediation in accordance with the WIPO Mediation
Rules. The place of mediation shall be [specify place]. The language to
be used in the mediation shall be [specify language].
Example 2: Arbitration

without limitation, its formation, validity, binding effect, interpretation,
performance, breach or termination, as well as non-contractual claims,
shall be referred to and finally determined by arbitration in accordance
with the WIPO Arbitration Rules. The arbitral tribunal shall consist of
[three arbitrators][a sole arbitrator]. The place of arbitration shall be
[specify place]. The language to be used in the arbitral proceedings shall
be [specify language]. The dispute, controversy or claim shall be decided
in accordance with the law of [specify jurisdiction].
Example 3: Expedited Arbitration

performance, breach or termination, as well as non-contractual claims,
shall be referred to and finally determined by arbitration in accordance
with the WIPO Expedited Arbitration Rules. The place of arbitration shall
be [specify place]. The language to be used in the arbitral proceedings
shall be [specify language]. The dispute, controversy or claim shall be
decided in accordance with the law of [specify jurisdiction].
4 . OVERVIEW OF A LICENSING A GREEMENT r
Example 4: Mediation Followed, in the Absence of a Settlement, by
Arbitration

performance, breach or termination, as well as non-contract ual claims,
shall be submitted to mediation in accordance with the WIPO Mediation
Rules. The place of mediation shall be [specify place]. The language to
be used in the mediation shall be [specify language].
If, and to the extent that, any such dispute, controversy or claim has not
been settled pursuant to the mediation within [60][90] days of the
commencement of the mediation, it shall, upon the filing of a Request
for Arbitration by either party, be referred to and fina lly determined by
arbitration in accordance with the WIPO Arbitration Rules. Alternatively,
if , before the expiration of the said period of [60][90] days, either party
fails to participate or to continue to participate in the mediation, the
dispute, controversy or claim shall, upon the fil ing of a Request for
Arbitration by the other party, be referred to and finaJiy determined by
arbitration in accordance with t he WIPO Arbitration Rules. The arbitral
t ribunal shall consist of [three arbitrators] [a sole arbitrator] . The place of
arbitration shall be [specify place]. The language to be used in the
arbitral proceedings shall be [specify language]. The dispute, controversy
or claim referred to arbitration shall be decided in accordance with the
law of [specify jurisdiction].
Implementing the Agreement
As has been emphasized throughout in this Manual, licensing implies

a continuous relationship over a specified period of time between two
parties working towards a mutually-rewarding outcome. To ensure
that the relationship is rewarding to the parties it is important that
they deliver on their respective obl igations arising from the
agreement. For example, for the licensor, there may be obligations to
deliver, on a one-off basis or on a continuous basis, technical
assistance to the licensee. The licensor w ill also be concerned about
the maintenance of his intellectual property rights so that rights do
not lapse or fall into abeyance, including, if trademark rights have
been transferred, ensuring that the quality of the trademark is
maintained. Trademark quality refers to proper trademark usage,
based on trademark usage guidelines issued by the licensor and
ensuring that the product conforms to required technical
specifications of the licensed technology. In addition, the licensor

must concern himself with a variety of other issues, depending on the
terms agreed upon, for the maintenance of the agreement. These will
include maintaining detailed accounting for royalties received,
auditing of licensee~ accounts, developing the technology further,
following agreed procedure in the case of improvements and
defending the licensee against suits brought by third parties and suing
third parties on behalf of the licensee.
Likewise, the licensee has, in connection with the primary obligation

to make royalty payments, the responsibility to put in place stringent
accounting procedures, institute a regular reporting mechanism and
allow for the auditing of its accounts. lt also has the obligation to
follow agreed procedures in case of improvements and take agreed
measures in the case of infringements and, if a trademark has been
licensed, to maintain the quality of the trademark. Further, if products
are being manufactured using licensed patents, the agreement would
probably provide that they be marked accordingly or the licensor may
wish to control and approve how the licensee marks a product based
on the licensor's patent.v
Example
The Licensee shall mark all Licensed Products made, used or sold under
the terms of this Agreement, or their containers, in accordance w1th the
applicable patent marking laws.
lt is important that all of these obligations and how they may be

implemented be clearly specified in sufficient detail in the agreement.
They imply both for the licensor and licensee costs in terms of time
spent and additional human resource requirements. However, they
are indispensable for the survival, smooth running and sustainability
of the agreement.
27. lt would be useful to keep in mind that if the final product turns out to be of bad quality
then, having marked the product as having used certain licensed patents, may be disadvantageous
to the patent holder. However. ~ the product is a success and then is infringed by someone, having
marked the product would mean that the infringer has had prior warning and, as such, the
damages granted to the licensor could, in some jurisdictions, be punitiVe.
4 . OVERVIEW OF A LICENSING AGREEMENT ?9
Expiration and Termination
License agreements come to an end in two ways. The first is where

the term or period of the agreement expires because of the
occurrence of an agreed event. For example, the term is ten years or
until the last of the licensed patent lapses or expires.28 When these
events happen, the agreement automatically expires.
The second way is that the agreement is terminated by one party before
the agreement has expired. The events that can give rise to a party
having the right to terminate the agreement are usually set out in detail
and relate to a failure to perform in some way and breach of a condition
of the agreement. Some examples are failure to make payments when
due, bankruptcy or insolvency. While the agreement could terminate
automatically when one of these events happens, it is preferable that
notice is given, with the agreement terminating if the default is not
rectified by the other party within a specified time.
lt is important to consider the rights and obligations of the parties after

expiration or termination of the agreement. For example. where there
is know-how or written confidential information and the agreement
has been terminated by the licensor, will the licensee be required to
cease using and return the know-how or such information. If so. how
can that be done? Where an agreement expires it could provide that
the licensee has the right to continue to use the know-how or
confidential information: the licensee would now have a fully-paid-up
license. One should consider whether any sub-licenses or other rights
that have been granted to third parties might continue after
termination. In addition, it is important to specify clauses that should
continue even though the agreement has ended. Examples include
maintaining confidentiality, continuing rights to use the other party's
improvements, access to records, settlement of disputes and product
liability obligations and indemnities. lt may be that clauses that are
specified to survive the agreement only do so for a particular period.
28. See further • How to Get Royalties After a Patent Has Expired" by Charles A. Weiss and Kenneth
R. Corsello at www.kenyon.comlf17esltbl_s47Details%5CFileUpload265%5C128%5CRoyalties.pdf
Example
1. Unless terminated earlier under the provisions that follow, this

Agreement will be valid until the expiry of the last to expire
Licensed Patent and, at that time, Licensee will have the right to
continued use of all of the related confidential Know-How
belonging to Licensor and will have fully paid up the right to
develop, make, have made, promote and sell any Product within
and outside the Territory without payment of further compensation
to Licensor.
2. Licensee may terminate this Agreement at any time upon written

notice to Licensor if in Licensee's sole judgement the application of
Licensed Patent in the Field fails to perform, be it for technical,
regulatory, scientific, political or economic reasons, including but
not confined to war, revolution, civil disorder, natural calamities
and other similar events.
3. Licensor may terminate this Agreement provided there exist

reasonable grounds to believe the lack of diligence on the part of
Licensee in developing, making or selling Product.
4. In case the Licensee were to become subject to a bankruptcy

declaration or to the start of bankruptcy or similar proceedings or
were to be put under receivership or under any equivalent national
judicial measure, or under court control for purposes of avoiding
bankruptcy or administrating the corporations that have stopped
making payments or who have lost credit-worthiness, excluding
however bankruptcy events that are quashed, removed or a bond
posted within sixty (60) days in an amount at least 1'1> times the
amount claimed, then all rights given to Licensee under this
Agreement shall revert unconditionally and immediately to Licensor
and in as far as such is relevant, all time-delays and conditions in
this Agreement are lapsed and all financial obligations of Licensee
shall have matured and shall be immediately payable and shall
carry interest as from the date that such bankruptcy occurs or
similar procedure have started.
5. Upon termination under sections 2, 3 and 4, all rights granted under

this Agreement to Licensee shall revert to Licensor, and Licensee shall
as promptly as possible return to Licensor all written confidential
information which belongs to Licensor, subject only to retention of
one copy in its legal files to assure compliance with its obligations
hereunder. As of the date of such termination, no party will have any
further obligation or liability to the other pursuant to this Agreement.
However, such termination will not relieve any party of any obligation
or liability accruing prior to the date of such termination.
CONCLUDING COMMENTS
Many issues have been discussed. lt is, however, not necessary that all
of them be included in alllicense29 agreements. Much will depend on
the particular circumstances of each case. What is appropriate in an
individual case will depend on the particular needs, expectations and
circumstances of the particular alliance. Factors such as the
significance and the stage of development of the technology, the type
and level of protection, the potential risks, the size of the investment,
the strategic objectives of the parties. and so on will certainly play a
role in fashioning the agreement. Licensing brings together many
disciplines including expertise in the particular technical area in
question, legal (particularly, intellectual property rights) and financial.
Once an agreement has been concluded it is but the first stage that
has been concluded. The hard work and, hopefully, the rewarding
part of implementation have just begun. 30
29. While the focus of t his Manual is on licensing, it should not be overlooked that most of the
above issues also arise in most other types of technology t ransfer agreements.
30. Unfortunately, agreements are not always rewarding and may fail for one reason or another.
See further on how to prevent such failures, Mark Levy, " Patent Licensing Pitfalls",
http:/1131.238.53. T03/pltta/ip11stalip!de99/ic-levy.html, SCP Technolo.gy and Growth, " Licensing
Pitfalls- When Agreements Fail", http:/lscp.com.au/publications!llcensing!pitfalls.shtml and Todd
Dickinson, • How to Avoid Licensing Dangers •, www.managingip. com, November 2001, p 58.
8~ 5. NEGOTIATING GUIDELINES A ND TIPS
5. NEGOTIATING GUIDELINES AND TIPS

You don't get the deal you deserve, you get the deal you
negotiate.
Negotiating a technology licensing agreement is the art of reaching

an agreement where the licensor grants and the licensee acquires the
right to use the licensor's technology on specified terms and
conditions. The objective is to set the basis for a mutually satisfactory
and ultimately rewarding future relationship. That is, a "win-win"
outcome as opposed to a "win-lose" outcome (which, in effect, is a
"lose-lose" outcome). To achieve such a "win-win " outcome both the
potential licensor and licensee must be mindful of the fact that each
party has something of value that they will be bringing to the
relationship. Understanding what that value is and understanding the
needs and expectations of both parties in entering into such an
agreement is the key to a successful negotiation.3 '
THE PROCESS OF NEGOTIATING A LICENSE AGREEMENT
The negotiation process involves four distinct phases: preparing,

discussing, proposing and bargaining.
The Preparation Phase
This is probably the most important, in that it is almost impossible to

recover from, or overcome, inadequate preparation. Preparation
includes all that has been discussed thus far in this Manual. That is,
both the licensor and licensee would have determined by this stage
that for one reason or another a license agreement is in keeping with
their respective business objectives. They would have identified each
other as likely partners having the potential to complement,
strengthen and fulfil! each other's business aspirations.
31 . See further, Alec and Munro, ''Disciplined Negotiation: Worldwide", Les Nouvel/es,
December, 1997 and Fisher and Ury, • Getting To Yes". Penguin, 1991 .
5. N EGOTIATING GUIDELINES AND TIPS ~3
lt is now time for both the potential licensor and licensee to prepare
for the upcoming formal meeting between the parties. All the
information gathered so far in the larger preparatory phase will now
become relevant. To clarify and focus the discussions, the following
considerations may be usefully followed:
• Having gone through a preliminary analysis of its business

objectives and decided that a licensing agreement would
further that objective, it is now time to clearly identify what
one wants to achieve from the discussions or what would be
considered a successful outcome. In other words, what is the
goal and how can this goal be achieved.
• Similarly, what would the other party be expecting to achieve
from the discussion and to what extent does it differ or
overlap with what one wants to achieve.
• The lead negotiator would preferably be one who
understands the overall business strategy. He or she would,
ideally, be assisted by a team consisting of experts from the
financial, legal and technical areas. Their respective roles and
responsibilities must be clarified and each team member must
understand the overall objective, the big picture, so that there
is no sudden contradiction or compromise made by one
member that had not been agreed to by the others.
• Prepare a summary of the key commercial issues to be covered
in the license agreement and the position of the party on each
such issue. This document is called a Heads of Agreement, or
sometimes a Term Sheet, or a Proposed Basis of Agreement. lt
is also important, in respect of each issue, to establish the
maximum (or best) position, and the minimum (or worst)
position. Another advantage of the Heads of Agreement is
that it can often be appropriate to actually table the Heads of
Agreement so as to initiate or progress the negotiations. Issues
can be negotiated more easily and rapidly with a Heads of
Agreement of around two to five pages, as compared with a
draft license agreement, which could be much longer. An
outline Heads of Agreement is contained in Annex 11 A.
~ 5. N EGOTIATI NG GUIDELINES AND TIPS
The distinction between the discussing, proposing, and bargaining

phases is usually obvious, though it can be that the parties move so
rapidly through these stages that the distinction becomes blurred.
Even so, it is always important to be conscious of which phase of the
negotiations you are at.
The Discussion Phase
This is usually characterized by the licensor promoting the merits and

the opportunity offered by its technology, and the potential licensee
reviewing documentation and information under a confidentiality
agreement. The licensee may also set forth his views about the value
of the license to his business and why he is interested. This
conversation remains general.
The Proposing and Bargaining Phases
In the proposing phase, the parties are exploring the possible

relationship and the principal commercial terms. "Why should we grant
you an exclusive worldwide license?" Key questions are being asked,
assumptions tested, strategic objectives established and boundaries
identified. In the bargaining phase, the question might become, "If we
grant you an exclusive worldwide license, then you have to double the
sum payable on signing the agreement", to which the licensee might
respond "If we double the dovvn-payment, then one half is to be
credited against the future royalties payable to you on our sales of
Licensed Products." The Golden Guidelines of negotiation are coming
into play, and here it is the If..... Then Guideline, otherwise known as
the Never Give Unless You Get Guideline. lt is too easy for the
inexperienced negotiator to agree to a proposal, and to then make a
separate proposal- and be surprised when it is rejected. The negotiator
has the power and the chance to explore and to link the issues and so
achieve a better outcome (at least on these issues). Another Guideline
that emerges from this interchange is the opportunities that can be
created by Generating Variables or creating different options. A variety
of different solutions are possible in solving a problem or in arriving at
a mutually acceptable agreement. All of the key terms of the
5. NEGOTIATING GUIDELINES AND TIPS ~s
agreement, including, for example, license exclusivity/geographical

territories/scope of license/payment amounts and timing/royalties are
variables, and a little imagination can create additional variables, all of
which can be creatively managed so as to arrive at an outcome that
makes the parties feel that they have achieved an agreement that meets
their respective business objectives, which is a "win-win" outcome.
THE GOLDEN GUIDELINES OF NEGOTIATION
Guidelines are the principles that aim to provide the negotiator with
a practical framework for the conduct of a negotiation. They are not
rules, whkh if transgressed must mean the negotiation is at an end.
Rather, the failure to follovv or achieve a guideline is intended to alert
the negotiator to the need to have an understanding of the current
position and perhaps the need for additional or different actions.
We have already referred to the guideline of generating variables and

of the if...... then guideline. Others include:
Aim fora "Win-Win" Outcome. This is absolutely fundamental. License

agreements invariably involve long-term technical, commercial and
personal relationships and, it follows, that for the arrangement to be
successful all parties need to be satisfied with the agreement reached.
A dissatisfied party will often go to extreme lengths to redress a
perceived injustice and, when this happens, the grief, for one if not
both parties, is likely to well exceed all the previous benefits. After all,
an agreement is not inevitable and, in such a case, the "w1n-win"
outcome would have been for the parties not to reach an agreement!
Establish the Maximum (or Best) Position, and the Minimum (or Worst)
Position in Respect of Each Issue. This is pati of preparing for the
negotiation and identifying and ranking the issues of importance to
oneself, as well as anticipating those likely to be important to the
other. This does not automatically mean that, if in the negotiation a
minimum position is not being achieved, the negotiator should
discontinue negotiations. Rather, being a guideline and not a rule, it
requires the negotiator to be satisfied that, in agreeing to a position
s~ 5. NEGOTIATING GUIDELINES AND TIPS
that is less than the minimum, there are good reasons. Perhaps new
information has changed the minimum position which was
established prior to the meeting. Or, on another issue the negotiator
has achieved an outcome better than the maximum, and so overall
and on balance the negotiator can accept a less than optimal
outcome on this issue. Or this issue is not that important to the
negotiator, and/or it can be justified because it is the last issue and
overall agreement can now be reached.
Aim High, but Protect Your Credibility. This is relevant to the previous
guideline, and reflects that it is possible to accept a lesser position
whereas the converse (to increase an offer) is usually impossible. If the
official price for a new Mercedes Benz is $50,000 and a customer
offers $35,000, it would be only a moment before the sales person
was talking to the next customer. lt is all very well to aim high, but not
so high that the offer is not realistic and, in fad, jeopardizes, if not
destroys, the customer's credibility. Rather, the customer might agree
to pay $45,000, and then proceed to negotiate for the first years
services to be free, for the warranty to be extended by a year, for the
radio/CD system to be upgraded, for a tow bar to be installed, and so
on. In other words, Generate Variables to achieve a better deal.
Trade Variables That are Cheap for You but Valuable to the Other
Party. This is the best outcome. The independent engineer's report on
the second hand-Mercedes being purchased shows that repairs of up
to $10,000 may be necessary. The customer might offer to proceed
with the purchase if the repairs are carried out and the garage might
agree to do this because the mechanics have little work on hand and
spare parts are few and are at wholesale prices. This is the best variable
of all - it is valuable to one party but is cheap for the other party.
Finally, nothing is cast in stone. Everything is Negotiable.
To further illustrate the principles discussed above, a questionnaire

can be found in Annex Ill, which demonstrates that we are often in
situations in which we are negotiating, whether it is with our
colleagues, family members or the local shopkeeper. Many of us may
5. N EGOTIATING G UIDELINES AND T IPS ~7
be intuitively skillful negotiators with years of practice in day-to-day

situations. In Annex IV are negotiating tips which would be helpful in
putting those skills into practice in an actual licensing negotiation.
They are succinct, self-explanatory, and worthy of study, as they will
assist in understanding the importance and the power of negotiation
- and assist both parties to a license agreement in getting the deal
they deserve!
~ ANN EX I - INTELLECTUAL PROPERTY RIGHTS
ANNEXES
INTELLECTUAL PROPERTY RIGHTS32
Intellectual property refers to creations of the mind: inventions,

literary and artistic works, and symbols, names, and images used in
commerce. lt is divided into two categories: industrial property which
includes patents for inventions, trademarks, industrial designs and
geographical indications and copyright which includes literary works
such as novels, poems and plays, films, musical works, artistic works
such as drawings, paintings, photographs and sculptures, and
architectural designs. Rights related to copyright include those of
performing artists in their performances, producers of phonograms,
and those of broadcasters in their radio and television programs.
While the intellectual property laws of most countries are moving

towards greater harmonization, they remain national (or regional
depending on whether a group of countries have agreed to such a
regional intellectual property law) laws having effect only within the
territorial boundaries of the country or the region, as the case may be.
Therefore, an intellectual property right obtained within a jurisdiction
is only valid in that jurisdiction.
Patents
A patent is an exclusive right granted for an invention, whether a

product or a process, which must be industrially applicable (useful), be
new (novel) and exhibit a sufficient "inventive step" (be non-obvious).
A patent provides protection for the invention to the owner of the
32. Extracted f rom "What is Intellectual Property?" WIPO Publication Number 450 (E)IISBN 92-
805-1 155-4 except section on Trade Secrets which is extracted from •· Secrets of Intellectual
Property, A Guide for Small and Medium-Sized Exporters· published by the International Trade
Centre and the World Intellectual Property Organization, Geneva 2004. Also refer to
www.wipo.int/sme and, in part icular, the p ublications ""Making a Mark: An Introduction to
Trademarks for Small and Medium-sized Enterprises•, WIPO publication No. 900, "Looking Good:
An Introduction to Industrial Designs for Small and Medium-sized Enterprises", WIPO publication
No. 498 and • creative Expression: An Introduction to Copyright for Small and Medium-sized
Enterprises•, WIPO publication No. 918, "Inventing the Future: An Int roduction to Patents for Small
and Medium-sized Enterprises ", WIPO publication No. 917.
ANN EX I - INTELLECTUAL PROPERTY RIGHTS r9
patent. The protection Is granted for a limited period, generally 20

years from the filing date.
Patent protection means that the ovvner of a patent has the exclusive
right to prevent others from making, using, offering for sale, selling
or importing the invention. These patent rights are usually enforced in
a court, which, in most systems, holds the authority to stop patent
infringement. Conversely, a court can also declare a patent invalid
upon a successful challenge by a third party.
A patent owner has the right to decide who may- or may not- use the
patented invention for the period in which the invention is protected.
The patent owner may give permission to, or license, other parties to use
the invention on mutually agreed terms. The owner may also sell the
right to the invention to someone else, who will then become the new
owner of the patent. Once a patent expires, the protection ends, and an
invention enters the public domain, that is, the owner no longer holds
exclusive rights to the invention, which becomes available for
commercial exploitation by others.
All patent owners are obliged, In return for patent protection, to publicly
disclose information on their invention in order to enrich the total body
of technical knowledge in the world. Such an ever-increasing body of
public knowledge promotes further creativity and innovation in others.
In this way, patents provide not only protection for the owner but
valuable information and inspiration for future generations of
researchers and inventors.
The first step in securing a patent is the filing of a patent application. The
patent application generally contains the title of the invention, as well as an
indication of its technical field; it must include the background and a
description of the invention, in dear language and enough detail that an
individual with an average understanding of the field could use or reproduce
the invention. Such descriptions are usually accompanied by visual materials
such as drawings, plans, or diagrams to better describe the invention. The
application also contains various "claims", that is, information which
determines the extent of protection granted by the patent.
~ ANN EX I - INTELLECTUAL PROPERTY RIGHTS
Trademarks
A trademark is a distinctive sign, which identifies certain goods or

services as those produced or provided by a specific person or
enterprise. The system helps consumers identify and purchase a
product or service because its nature and quality, indicated by its
unique trademark, meets their needs.
A trademark provides protection to the owner of the mark by

ensuring the exclusive right to use it to identify goods or services, or
to authorize another to use it in return for payment. The period of
protection varies, but a trademark can be renewed indefinitely on
payment of corresponding fees. Trademark protection is enforced by
the courts, which in most systems have the authority to block
trademark infringement.
Trademarks may be one or a combination oi words, letters, and

numerals. They may consist of drawings, symbols, three-dimensional
signs such as the shape and packaging of goods, audible signs such as
music or vocal sounds, fragrances, or colors used as distinguishing
features. In addition to trademarks identifying the commercial source
of goods or services, several other categories of marks exist. Collective
marks are owned by an association whose members use them to
identify themselves w ith a level of quality and other requirements set
by the association. Examples of such associations would be those
representing accountants, engineers, or architects. Certification marks
are given for compliance with defined standards, but are not confined
to any membership. They may be granted to anyone who can certify
that the products involved meet certain established standards. The
internationally accepted "ISO 9000" quality standards are an example
of such widely recognized certifications.
Industrial Designs
An industrial design is the ornamental or aesthetic aspect of an article.

The design may consist of three-dimensional features, such as the
shape or surface of an article, or of two-dimensional features, such as
ANNEX I - INTELLEO'UAL PROPERTY RIGHTS ~1
patterns, lines or calor. Industrial designs are applied to a wide variety

of products of industry and handicraft: from technical and medical
instruments to watches, jewelry, and other luxury items; from house
wares and electrical appliances to vehicles and architectural
structures; from textile designs to leisure goods. To be protected
under most national laws, an industrial design must be new or
original and non-functional. This means that an industrial design is
primarily of an aesthetic nature and any technical features of the
article to which it is applied are not protected.
When an industrial design is protected, the owner- the person or entity

that has registered the design - is assured an exclusive right against
unauthorized copying or imitation of the design by third parties.
Trade Secrets
Broadly speaking, any confidential business information which

provides an enterprise with a competitive edge can qualify as a trade
secret. A trade secret may relate to technical matters, such as the
composition or design of a product, a method of manufacture or the
know-hoW33 necessary to perform a particular operation. Common
items that are protected as trade secrets include manufacturing
processes, market research results, consumer profiles, lists of suppliers
and clients, price lists, financial information, business plans, business
strategies, advertising strategies, marketing plans, sales plans and
methods, distribution methods, designs, drawings, architectural
plans, blueprints and maps, etc.
While conditions vary from country to country, in order to qualify as a

trade secret, some general standards exist. They are that the
information must be confidential or secret. Information which is
generally known or readily ascertainable 1s not protectable as a trade
33. Know-how may or may not be a trade secret. Know-how generally refers to a broader group
of internal business knowledge and skills which would amount to a trade secret If the conditions
for qualifying as a trade secret have been met.
9~ ANNEX I - INTELLECTUAL PROPERTY RIGHTS
secret. Even hard-to-learn information can lose its protected status if

the owner does not take proper precautions to maintain its
confidentiality or secrecy. The information must have commercial
value because it is a secret and the holder of the information must
have taken reasonable steps to keep it confidential or secret (e.g.
through confidentiality or non-disclosure agreements with all those
who have access to the secret information. Simply calling information
a trade secret will not make it so).
The owner of a trade secret can prevent others from improperly

acquiring, disclosing or using it. However, trade secret law does not
give the right to stop people who acquire or use information in a
legitimate way, that is, without using illegal means or violating
agreements or state laws.
Unlike other forms of intellectual property such as patents,

trademarks, and designs, maintaining trade secrecy is basically a do-
it-yourself form of protection. Trade secret protection lasts for as long
as the information is kept confidential. Once the relevant information
is made public, trade secret protection ends.
Copyright and Related Rights
Copyright is the body of laws which grants authors, artists and other
creators protection for their literary and artistic creations, which are
generally referred to as "works." A closely-associated field of rights
related to copyright is "related rights", which provides rights similar or
identical to those of copyright, although sometimes more limited and
of shorter duration. The beneficiaries of related rights are performers
(such as actors and musicians) in their performances; producers of
sound recordings (for example, cassette recordings and compact discs)
in their recordings; and broadcasting organizations in their radio and
television programs. Works covered by copyright include, but are not
limited to: novels, poems, plays, reference works, newspapers,
computer programs, databases, films, musical compositions,
choreography, paintings, drawings, photographs, sculpture,
architecture, advertisements, maps, and technical drawings.
ANNEX I - INTELLEO'UAL PROPERTY RIGHTS ~3
The creators of works protected by copyright, and their heirs and

successors (generally referred to as "rights holders"), have certain basic
rights under copyright law. They hold the exclusive right to use or
authorize others to use the work on agreed terms. The rights holder(s)
of a work can prohibit or authorize: its reproduction in all forms.
including printing and sound recording; its public performance and
communication to the public; its broadcasting; its translation into other
languages; and its adaptation, such as a novel into a screenplay for a
film. Similar rights of, among others, fixation (recording) and
reproduction are granted under related rights. Many types of works,
etc., protected under the laws of copyright and related rights require
mass distribution, communication, and financial investment for their
successful dissemination (for example, publications, sound recordings,
and films); hence, creators often transfer the rights to their works to
companies best able to develop and market the works, in return for
compensation, in the form of payments and/or royalties (compensation
based on a percentage of revenues generated by the work).
The economic rights of copyright have a duration, as provided for in

the relevant WIPO treaties, commencing upon the creation and
fixation of the work, and lasting for not less than 50 years after the
creator's death. National laws may establish longer terms of
protection. This term of protection enables both creators and their
heirs and successors to benefit financially for a reasonable period of
time. Related rights enjoy shorter terms. normally so years after the
performance, recording or broadcast took place.
Copyright and the protection of performers also include moral rights,

which are the right to claim authorship of a work, and the right to
oppose changes to the work which could harm the creator's reputation.
Copyright and related rights protection is obtained automatically

without any need for registration or other formalities. However, many
countries provide for a national system of optional registration and
deposit of works; these systems facilitate, for example, questions
involving disputes over ownership or creation, financing transactions,
sales, assignments and transfers of rights. Many authors and
9~ ANNEX I - INTELLECTUAL PROPERTY RIGHTS
performers do not have the ability or the means to pursue the legal
and administrative enforcement of copyright and related rights,
especially given the increasingly worldwide use of literary, musical and
performance rights. As a result, the establishment and enhancement
of collective management organizations, or "societies", is a growing
and necessary trend in many countries. These societies can provide for
their members the benefits of the organization's administrative and
legal expertise and efficiency in, for example, collecting, managing,
and disbursing royalties gained from the national and international
use of a member's work or performance. Certain rights of producers
of sound recordings and broadcasting organizations are sometimes
managed collectively as well.
ANNEX 11 A - H EADS OF A GREEM ENT ~s
11 A HEADS OF AGREEMENT
The Heads of Agreement (sometimes referred to as a Term Sheet or a

Proposed Basis of Agreement) document is an outline of the intention
of the parties concerning the terms of the proposed agreement and/or
a summary of the key issues. lt is a useful exercise for each party to the
negotiation to prepare a Heads of Agreement document which will
serve to clarify their own positions, expectations and needs. lt will thus
be an excellent basis for the negotiation. One version could be for
internal use and the other made available to the other party.
lt is important to keep in mind that, if the parties do not wish to be

legally bound by the Heads of Agreement document, that it expressly
state it in writing to avoid any confusion at a later stage. In order not to
be constrained during the negotiation, it is better to expressly opt to be
not bound by it. In the example provided, it is explicitly stated that the
document w ill not bind the parties.
1. Parties
("Licensor") ("Licensee")
2. Subject Matter, Scope and Territory

The exclusive right, with the right to grant sub-licenses, to
manufacture, use and sell under the Licensors Patents, Know-
How and Trademarks ("Product") in North America ("Territory").
3. Licensor's Obligations
(a) provide all relevant technology relating to the Product
including drawings for the manufacture of dies for
injection molding;
(b) provide quotation for the manufacture of all production
tooling;
(c) provide technical assistance at the commissioning of the
first production run of the Product and, if requested, up to
two weeks further technical assistance;
(d) maintain in force the Licensor's Patents in the Territory.
~ ANNEX 11 A- H EADS OF AGREEMENT
4. Licensee's Obligations
(a) Take all action necessary to successfully manufacture and
market the Product in the Territory (including);
(b) To properly use the Licensor's Trademarks.
5. Improvements
Each party shall keep the other informed of all improvements
made in relation to the design and manufacture of the Product
and shall have the right to use the other~ improvements on a
non-exclusive royalty- free basis.
6. Financial
(a) Payments
- on signing, $250,000
- on commencing commercial production, $250,000
- on issue of US patent, $250,000.
(b) Royalties on all Products sold in each year:

- for the first 2 million products - 35c per Product
- for the next 4 million products - 25c per Product
- thereafter - 15c per Product.
Royalties adjusted by Consumer Price Index every two years.
c) Annual Minimum Royalty

- year 2 - 1 million Products
- year 3 - 5 million Products
- thereafter - 10 million Products
7. Infringement
Each party shall notify the other of any infringement of the
Licensor's patent rights in the Territory, and the parties shall
promptly meet to agree on appropriate action.
ANNEX 11 A - H EADS OF A GREEMENT ~7
8. Period
This Agreement continues until:
(a) Licensor's Patent Rights lapse;
(b) Licensee terminates Agreement on at least 3 months
written notice; or
(c) either party terminates where breach of Agreement is not
remedied on thirty days notice;
whichever event occurs first.
9. Other usual items to be addressed:

(a) Accounting
(b) Addresses/Notices
(c) Applicable law and location
(d) Assignment
(e) Confidentiality
(f) Definitions - Patents, Know-how, Trademark, Product,
Field, Territory, Improvement
(g) Force Majeure
(h) Representations and Warranties
(i) Waiver
G) Dispute resolution
10. Legal effect

The parties acknowledge that these Heads of Agreement are
not intended to be legally binding and that no legally
enforceable obligation will be imposed on either party until a
further agreement reflecting these principles, as they may be
amended by agreement between the parties, is entered into.
9~ ANN EX 11 8 -STRUCTURE OF A LICENSING A GREEM ENT
11 8 STRUCTURE OF A LICENSING AGREEMENT
Broadly speaking a licensing agreement deals with (a) what is

licensed, (b) at what price (cost and payment schedule), (c) to whom,
(d) for what purpose, (e) for how long, and (e) under what conditions
(warranties, disclaimers, indemnification). In practice, the following
outline would help structure an agreement:
Title
Table of contents
Identification of parties and signature
Recitals
Definitions; description
Grant or terms of use (Extent of rights; limitations)
Fees, royalties, minimum annual payments
Payment terms
Diligence requirements
Reporting schedules
Records/accounts
Life of the agreement
Termination
Use of trademarks
Representations and warranties (limited); disclaimers
Intellectual property protection; conduct of prosecution
Marking; export control
Applicable law; choice of jurisdiction; arbitration/mediation
Infringement; right to sue
Indemnity; liability; insurance
Notices
Assignment
Waiver
Failure to perform
Confidentiality/secrecy
Miscellaneous: force majeure, maintenance, survival on termination,
amendments etc.
Closing; signatures. date and place, date of effectiveness
I ANNEX Ill - "RATE THE N EGOTIATOR" QUESTIONNAIRE ~9
Ill "RATE THE NEGOTIATOR" QUESTIONNAIRE
The following questionnaire has been prepared for use in negotiation

training workshops to illustrate, in an informal manner, some of the
principles of negotiation. Use the scorecard attached to record your
answers to these 20 questions. Circle the letter - a, b or c - which
most closely tallies with your response. Then add up the number of
times your answer falls into the first, second or third column,
indicating the dominant and sub-dominant columns. Now see the
explanation in the pages following the scorecard.
( 1) At the end of a negotiation, do you think that
(a) There must be a "winner" and a "loser";

(b) The loser should be allowed to think he/she is the winner;
(c) Both sides should feel satisfied?
(2) When a difficulty arises, do you:
(a) Get around it, even at a small sacrifice;

(b) Impose your own will;
(c) Wait patiently in the hope that matters will settle themselves?
(3) You want to buy a new car, but the calor of the one you prefer
will be unavailable for several months. What do you do?
(a) Hope the showroom will tell you if someone cancels an order;
(b) Buy a different colored car, or a similar one at a bargain
price or second-hand;
(c) Walk angrily out of the showroom?
(4) Is the consent of a third party obtained most easily by:
(a) Explaining to them the reason why you need his/her consent;
(b) Pointing out the disadvantages of not cooperating;
(c) Playing on their imagination, spirit of enterprise or aggression?
1~ ANN EX Ill - " RATE THE N EGOTIATOR" QUESTIONNAIRE I
(5) A traffic warden gives you a ticket. Do you:
(a) Sit down at the wheel and start up the car without
speaking or looking at him;
(b) Try to reason with him;
(c) Shout abuse and tear up the parking ticket?
(6) Your goodwill is not returned by your opposite number in a

negotiation. What is your reaction?
(a) Disappointment and bitterness;

(b) Do you redouble your efforts to win him/her over;
(c) Just think your opponent is playing the game his/her way?
(7) What is the ideal negotiating style? Manner of speaking:
(a) Easy (i.e. good speaker);

(b) Circumspect, precise;
(c) Skilled and convincing?
(8) Character:
(a) Warm, likeable;

(b) Overbearing, sure of oneself;
(c) Discreet, subtle?
(9) Intelligence:
(a) Brilliant, capable of impressing an audience;

(b) Capable of deep analysis with faultless memory;
(c) Commonsense, clarity and open -mindedness?
(1 O) Clothes and outward appearance:
(a) Elegant and discreet;

(b) Sporting and trendy;
(c) Unaffected?
I ANNEX Ill - " RATE THE N EGOTIATOR" Q UESTIONNA IRE :101
(1 1) When a salesperson rings your doorbell, what is your first

reaction?
(a) You refuse to talk to him/her;

(b) You only buy what you really need;
(c) You haggle without intention of buying, because it amuses
you?
(12) A casual business acquaintance asks a favor which would bring

you no immediate advantage. What do you do?
(a) Ask a favor in return;

(b) Perform the favor without expecting anything in return;
(c) Make some pretext for refusing?
( 13) If the opportunity arises, do you:
(a) Socialize with the negotiator to keep on good terms;

(b) Try to keep relations on a strictly business level;
(c) Try to infuse some human interest into your business
relations without overdoing it?
(14) When you have to make an important decision by telephone,

do you:
(a) Consider that the talks are binding;

(b) Always request confirmation in writing;
(c) As a general rule, refrain from being too affirmative (e.g.
by making excuses and not hesitating to go back on your
word)?
(IS) During the course of a deep and intense discussion, your

opponent quotes figures that are incorrect. You possess
irrefutable proof of this. What do you do?
(a) Let your opponent insist what he/she says is true, in order
to refute him/her afterwards;
10~ ANNEX Ill - "RATE THE NEGOTIATOR" QUESTIONNAIRE I
(b) Advise your opponent to think it over again;

(c) Interrupt your opponent immediately to expose the mistake?
(16) During some important negotiations, one of your opponents

approaches you discreetly and says: "There are always ways
and means of arranging these matters between ourselves."
What attitude do you take?
(a) You agree;

(b) Turn him/her down;
(c) You ignore/pretend not to understand the approach?
(17) When your colleagues have rambling conversations, do you:
(a) Keep your mouth shut;

(b) Express your opinions quite freely;
(c) Pretend to approve of what your colleagues say, even if you
secretly disagree?
(18) Supposing that during negotiations, you feel an irrational

antipathy towards your opponent, do you:
(a) Decide to hand the work over to someone else;

(b) Try to overcome your personal feelings;
(c) Continue regardless with the negotiations in order not to lose?
(19) Do you think that in marriage it is best
(a) To take all the important decisions only after having

discussed the matter with your marital partner;
(b) For one partner who is better qualified to decide on
domestic subjects;
(c) That when couples are unequally matched, the decisions
should be taken by the stronger partner?
(20) Your son says Napoleon died in 1821, and you think he died in 1831.
After having checked out which one of you is right, you decide to:
(a) Admit your error, and put up with some mockery;

(b) Give your child a clip over the ear;
(c) Talk to your child about age and chronological errors?
SCORECARD
11 Ill
1. c b a
2. a c b
3. b a c
4. a b c
5. b a c
6. b c a
7. c b a
8. ( a b
9. c a b
10. c a b
11 . b c a
12. ( b a
13. c a b
14. a b (
15. b a c
16. b ( a
17. a c b
18. b a (
19. a b c
20. c a b
TOTAL
10~ ANN EX Ill - " RATE THE N EGOTIATOR" QUESTIONNAIRE I
COLUMN I DOMINANT. COLUMN 11 SUB-DOMINANT
You are a born negotiator: patient, persistent, knowing when to make

sacrifices and how to put them to use. Negotiate yourself a huge pay
rise. You deserve it.
COLUMN I DOMINANT. COLUMN Ill SUB-DOMINANT
Potentially you are also a good negotiator, but are inclined to have off
days and to quarrel with people without understanding why. Invariably,
the rows are followed by reconciliation. Your problem is that you don't
seem to appreciate the overall picture of the problem at hand.
COLUMN 11 DOMINANT. COLUMN I SUB-DOMINANT
You could do better and, what is more. you know it. This means you
are potentially a good negotiator. People find you are easy to get
along with. All you need is more practice.
COLUMN 11 DOMINANT. COLUMN Ill SUB-DOMINANT
You are short on tact and diplomacy even though these qualities are
needed every day both at home and at work. Yet you will realize the
usefulness of getting on with people. You need to assert your will.
Not quite a square peg in a round hole, nor an oval shape.
COLUMN Ill DOMINANT. COLUMN I SUB-DOMINANT
Even your real attempts at dialogue are seldom well received. You are
impatient, suspicious of your colleagues' intentions and misjudge
their good will. Some measure of success would give you more of the
right kind of self-assurance. You might even conclude that all you
need is a plan of action to cover areas of conflict. Clearly, you are not
much of an asset to yourself or your company.
COLUMN Ill DOMINANT. COLUMN 11 SUB-DOMINANT
Try a more fitting job, like raising private armies and hunting
pheasants. You are either a tyrant or a martyr, or a bu lly-boy imposing
your will on others. Short-term effectiveness is your sole criterion. You
make use of people rather than work with them. Unfortunately for
you, when your own back is to the wall, people will exploit you eagerly.
t~ ANN EX IV - A CHIEVING A GREEMENT
IV ACHIEVING AGREEMENT
1. Attitude- separate the people from the problem. That is. attack
the problem not the people. Understand the interests of the
opposing party. Demonstrate your w illingness to cooperate
and to negotiate. Minimize gestures of dominance, arrogance
or intimidation.
2. Reconcile interests - look to the interests that lie behind a

stated position. The positions of each party may appear to be
in conflict but, in fact, the interests, desires and concerns that
drive those positions may have more in common than appear
at first glance. Try to reconcile those interests.
3. Identification -those who identify with each other are able to

interact, negotiate and convince each other more readily.
Identifying with another is a nebulous concept but essentially
negotiations move much more easily when we feel
comfortable with the other person, feel that he or she
understands us and empathizes with us.
4. First statements - non-argumentative overview of what you

think is to be accomplished. May include history as well as
present situation. Listen in turn to other party's open ing
statement. Communicate your interests. Try to achieve a "win-
win" atmosphere.
5. Facts don't make or break negotiations - simply because you

believe that the facts are in your favor does not mean that the
negotiations should necessarily be in your favor. lt is the way
the facts are used that will convince the other party, not the
facts in and of themselves.
6. Identify all issues - get agreement on all items to be discussed.

Don't get into an argument on one item before all are brought
out. Using a Term Sheet or Heads of Agreement will be helpful.
ANN EX IV - ACHIEVING A GREE M ENT :107
7. Start with a minor issue- minor issues are a good place to start
because you can usually get early agreement which helps
create a positive atmosphere.
8. Listen - "we have been given two ears and but a single mouth
in order that we may hear more and talk less." Don't hesitate
to ask questions. Being well informed is crucial to a successful
negotiation.
9. Be accurate - when discussing process or product

specifications, competitor or market information, and so on.
10. Break the price down -a hundred thousand dollar plant is only
around $1,600 per month over five years.
11. Conflict - don't let disagreement on one issue deadlock the

negotiation. Put it, or these, to one side, perhaps by listing on
a white board, and come back later to those issues that are still
relevant.
12. Try to rely on objective criteria -if there are standard terms and
conditions or generally accepted practices these are more likely
to be agreed to by both parties.
13. Keep track of time - if there are deadlines involved, the

negotiation is often settled in the last hour or so. Knowing the
time constraints of the other side and being avvare that your
own deadlines are not always as inflexible as they may seem
will be to your lasting advantage. Let the last minute panic
work for, not against, you.
to~ ANN EX V- EXAMPLES OF A GREEMENTS
V EXAMPLES OF AGREEMENTS
In this section we will look at some preliminary agreements that usually

precede the signing of a licensing agreement. As with the examples of
clauses provided earlier, these examples of agreements are merely
illustrative and are not to be used without review and advice of legal
counsel. These agreements are as follows:
1. Confidentiality or Secrecy Agreement

2. Letters of Intent or Memoranda of Understanding
3. Standstill and Related Agreements
4. Research Agreement
Confidentiality or Secrecy Agreemene•
Prior to and during negotiations for a licensing agreement the licensor

may have to disclose information which is considered confidential and
which should not be used by the potential licensee if the negotiation
does not result in an agreement. For the purpose of protecting the
licensor's rights, a confidentiality or secrecy agreement w111 often be
signed by the parties as a condition precedent to disclosure and
negotiation. The signing of a confidentiality agreement is also an
assurance that the discussion is being entered into seriously.
Example
INDICO COMPANY UMITED of No. 4, New Standards Avenue,

Mumbai, India (the "Discloser") represents that it has certain
information relating to a method for coating microscopic components
(the " Information ") and CHEMICAL FORMULATIONS INCORPORATED
of North Shore Drive 3600, Sarasota, Florida, USA (the " Receiver")
desires to receive and/or use the Information for the specific purpose
of deciding whether or not to acquire license or other rights to the
Information (the "Purpose").
34. See further Wendall Ray Guffey, "Preserving Secrecy In Agreements•, Les Nouvel!es,
September, 1996, p. 1os.
ANNEX V- EXAMPLES OF AGREEMENTS :109
The Discloser is willing to disclose the Information to the Receiver for

the Purpose of this Agreement subject to the Receiver's acceptance of
the following conditions.
1. In this Agreement, "Information" includes technical,

engineering, operating, commercial or other information:
(a) which the Discloser has provided for or communicated to
or may hereafter provide for or communicate to the
Receiver, whether in writing, orally, visually or by
demonstration or in some other manner and whether in
the form of drawings, models, hard copy documents
and/or electronically recorded form; or
(b) which the Receiver has obtained from the Discloser by
observation or, without limitation, in any other manner.
2. The Receiver shall treat all Information received directly or

indirectly from the Discloser as confidential and shall not use
any of the Information in any way other than for the Purpose
of this Agreement.
3. The Receiver shall not disclose any of the Information to any

other related or unrelated party except with the prior written
consent of the Discloser.
4. The obligations under paragraphs 2 and 3 shall not extend to

any Information which:
(a) is in the public domain, or hereafter becomes part of the
public domain otherwise than as a result of any
unauthorized activity or omission of the Receiver; or
(b) is already in the possession of the Receiver and is not subject
to obligations of secrecy and was not obtained from the
Discloser, or is required by law to be disclosed.
The Receiver acknowledges that any combination of features

shall not be deemed to be within the foregoing exemptions
merely because individual features are in the public domain or in
the possession of the Receiver. The Receiver shall bear the onus
' '~ ANN EX V- EXAMPLES OF A GREEMENTS
of showing its entitlement to any exemption under this clause.
5. The Receiver shall, upon termination of this Agreement and at

the written request of the Discloser. return all Information
which is in permanently recorded form including all copies
made thereof.
6. The obligations contained in paragraphs 2, 3, 4 and 5 shall

terminate at the expiration of five years from the date hereof
or upon the expiration or termination of any subsequent
agreement between the Discloser and the Receiver signed prior
to the aforesaid expiration date, relating in whole or in part to
the Information, whichever event occurs last.
7. The Discloser shall not be liable in any way for any loss of any
kind including, without limitation, damages, costs, interest,
loss of profits or other loss or damage, arising from any error,
inaccuracy, omission or other defect in the Information.
8. The Receiver shall obtain no right of any kind to, including any right
to use, the Information except for the Purpose of this Agreement.
DATED this day of
For and on behalf of For and on behalf of

INDICO COMPANY UMITED CHEMICAL FORMULATIONS
INCORPORATED
By (signature} By (signature}
Name Name
Title Title
ANNEX V- E XAMPLES OF AGREEMENTS :111
Letters of Intent or Memoranda of Understanding
A Letter of Intent or a Memorandum of Understanding (MOU) is a

preliminary agreement that sets out the broad intentions of the
parties in entering into a binding agreement. Such a Letter or MOU
generally states that the parties have embarked on and intend to
continue negotiations with the intention of concluding a license
agreement. Preferably, it should indicate the period of time within
which such an agreement is to be concluded.
The legal consequences of such a Letter or MOU depend on the legal

system in the country in question. Some national laws view them as
legally binding, whereas others take the view that they establish the
seriousness of intention of the parties but fall short of a binding
contract. In any event, much will depend on the contents of the Letter
or MOU and the intention of the parties. lt is important, therefore, to
bear in mind that legal obligations may well arise from this document
and due attention should be paid to the elements contained therein
so that it can stand alone if the envisaged final deal is not reached. In
this regard, one would do well to anticipate the courts that would
have jurisdiction and the law that would be applicable, which would
determine how such a Letter or MOU would be interpreted. The
Heads of Agreement in Annex 11 A addresses this issue and makes it
clear that there is no binding agreement. This is often the preferred
position, especially where the Heads of Agreement, Letter or MOU is
initiating or progressing negotiations between the parties. On the
contrary, it is possible for the Heads to be signed by the parties and
for it to be made explicit that it is intended that there be a binding
contract. In this event, it is important to ensure all key issues are
included and that there is no ambiguity.
Standstill and Related Agreements
By a Standstill Agreement, a potential licensor grants a potential

licensee a period of time to consider entering into a licensing
agreement with the licensor, and the licensor agrees not to entertain
any other candidate until the expiry of that period. Such an agreement
11~ ANN EX V- EXAMPLES OF A GREEMENTS
allows a potential licensee flexibility in deciding whether to enter into

a licensing agreement for the technology in question and, if so, some
time to prepare for it by, for example, researching the technological,
financial, marketing and legal aspects of such a relationship. The
licensor who provides a potential licensee with a Standstill Agreement
is unable to grant other licenses for the period of the Standstill
Agreement, which would normally mean a period of a few months.
The Standstill Agreement seldom involves payment in return for the

opportunity and the exclusivity that is offered. The potential licensee
could in principle be charged a fee (to assure serious intentions) but
usually the licensor will be satisfied with the interest manifested by
the potential licensee. The licensor may request a report on the
licensee's evaluation of the technology and its decision. If the
potential licensee requests more time the licensor may need to keep
in mind that competitors may pose as potential licensees and attempt
to slow down the licensor or obtain valuable business information.
A Standstill Agreement is related to an Agreement to Negotiate a

License and an Option Agreement. All these agreements have the
common element that they are steps towards reaching agreement on
a business strategy and a commercial arrangement, and mutually
acceptable terms and conditions. Sometimes there will be no
advantage in entering into a preliminary commercial agreement. it
may even be disadvantageous to do so. The decision to enter or to
not enter into such agreements will depend on the particular facts
and circumstances. it must be taken with care and invariably with
professional advice.
The sample agreement that follows is an Agreement to Negotiate a

License. it differs in focus and detail, but shmvs the legal and commercial
objectives of a Standstill, Option and other preliminary agreements.
ANN EX V- EXAMPLES OF A GREEMENTS :113
Example
THIS AGREEMENT is made this ..... day of....
BETWEEN
INDICO COMPANY LIMITED of No. 4 New Standards Avenue,

Mumbai, India, (" lndico"), of the one part, and
CHEMICAL FORMULATIONS INCORPORATED of North Shore Drive

3600, Sarasota, Florida, USA. ("Chemical"), of the other part.
NOW, THEREFORE, in consideration of the mutual covenants and

premises herein contained, the Parties agree as follows:
1. The Parties wish to set forth the conditions under w hich they
will negotiate a license in good faith for the technology
described in Schedule A ("Technology"). Such license is to be
completed and effective no later than 180 days from the date
of this Agreement (the "Term").
2. During the Term, lndico will not pursue any license agreement
relating to the Technology in the "Field" with any other
organization, commercial entity, business or individual.
3. Within 60 days from the date of this Agreement, Chemical will

submit a plan acceptable to lndico for providing or securing
funding for further development of the Technology.
4. lndico and Chemical will commence negotiation of a license

within 30 days after lndico's receipt of the funding or by the end
of the Term, whichever is sooner. Chemical agrees to submit to
lndico plans for further developing and commercializing the
Technology at the commencement of negotiations.
5. The Parties wish to negotiate a license that grants Chemical an

exclusive, royalty-bearing, worldwide license, with the right to
grant sub-licenses, to use the Technology to manufacture, have

manufactured, use, sell, import, and/or offer for sale Licensed
Products or Methods for use within the Field.
6. This License vvill include at least the following provisions:
(a) reimbursement to lndico of all domestic and foreign patent

expenses to date;
(b) payment of future patent expenses;
(c) payment of an up-front license fee;
(d) payment of a running royalty rate;
(e) appropriate milestone payments;
(f) diligence requirements for commercializing the Technology;
and
(g) indemnification, confidentiality, and publication provisions
and other reasonable and customary terms in a license
agreement.
7. Chemical agrees to pay lndico (amount) (the "Fee") due and

payable when this Agreement is signed by Chemical. Chemical
further agrees to reimburse lndico for all patent expenses that
become due during the Term.
8. The Parties will treat each other's confidential information as follows:
(a) lndico and Chemical each agree that all information

contained in documents marked "Confidential" and
forwarded to one by the other (1) are to be received in strict
confidence, (2) used only for the purposes of this Agreement,
and (3) not disclosed by the recipient Party, its agents or
employees without the prior written consent of the other
Party, except to the extent that the recipient Party can
establish competent written proof that such information:
i. was in the public domain at the time of disclosure;
ii. later became part of the public domain through no
act or omission of the recipient Party, its employees,
agents, successors or assignees;
ANNEX V- EXAMPLES OF AGREEMENTS :m
iii. was lawfully disclosed to the recipient Party by a third

party having the right to disclose it;
iv. was already known by the recipient Party at the time
of disclosure;
v. was independently developed by the recipient; or
vi. is required by law or regulation to be disclosed.
(b) Each Party's obligation of confidence hereunder shall be fulfilled

by using at least the same degree of care with the other party~
confidential information as it uses to protect its own
confidential information. This obligation shall exist while this
Agreement is in force and for a period of five years thereafter.
(c) lndico recognizes and agrees that Chemical may, from time to
time. need to enter into related confidentiality agreements with
third parties. Chemical agrees that confidential information will
not be disclosed to third parties unless a confidentiality
agreement has been fully executed between Chemical and the
third party. Such confidentiality agreement will be at least as
restrictive as the terms and conditions set forth in Schedule B.
Chemical agrees to provide lndico a copy of all confidentiality
agreements within 30 days of their execution.
IN WITNESS WHEREOF, the Parties hereto have caused their duly

authorized representatives to execute this Agreement.
For and on behalf of For and on behalf of

INDICO COMPANY LIMITED CHEMICAL FORMULATIONS
INCORPORATED
By (signature) By (signature)
Name Name
ntle Title
Schedule A (Technology)
Schedule B (Confidentiality Agreement)

11~ ANNEX V- EXAMPLES OF AGREEMENTS
Research Agreement
In research and development agreements, a research institution or

company undertakes to carry out a research study or trials on the
basis of its own existing expertise. The party providing the financial
support for such a project is often a company seeking a technology-
focussed outcome such as a new or improved process or product.
Each party to such an agreement brings to the partnership certain

knowledge or expertise that is lacking in, or desired by, the other. In the
preliminary paragraphs of the agreement, for example in the Recitals, the
expertise and the intellectual assets that each partner brings, are set out.
This is the "background knowledge" of each party. Such background
knowledge remains the property of that party and no implied license is
given to commercialize it, only a right to use it in the context of the
cooperative research effort as envisaged in the agreement.
The results of the common undertaking are referred to as the

"foreground knowledge." The agreement may stipulate that any
invention that arises from the research stays with the inventing party;
and that joint ownership in the foreground knowledge (and joint
application for patents) can follow when the employees of both
parties have made a contribution to the inventive steps. If so, when
the claims are formulated, it will be important to establish who made
the inventive step, or contributed to it, for each claim. If, however, the
agreement states that the ownership is joint for the foreground
knowledge the situation is clearer - both parties would be applicants
regardless of who in fact was the inventor. Of course the bargaining
strength of each party will have an impact on these issues. The
example below depicts a more balanced agreement where one
partner is given the option to commercialize the results in return for
the payment of a royalty.
Government regulations with regard to the funding of scientific

research can have an impact in this area. Several countries have laws
stipulating that when public funds are allotted to a specific research
ANN EX V - EXAMPLES OF A GREEMENTS :1i7
plan, then the resulting intellectual property is to be owned and/or

exploited according to pre-set rules. In the United States, the
government can influence the licensing decisions if federal funds
were involved in the research. In Europe, European Community
funding ensures that the European commercial partner receives either
full title or a license to manufacture and sell. In some countries, the
inventions made with the aid of government funding could end up in
the public domain.
A research agreement can be of particular interest to universities and

companies in developing and least developed countries having
expertise in areas that are specific to those countries, but that lack
funding or other resources to undertake the necessary research and
development. A partnership w ith a company that can provide the
funding, complementary expertise and knowledge wil l create
opportunities for knowledge sharing and for building up a research
base vital in the modern knowledge economy.
Example
THIS AGREEMENT is made this ... ..day of
BETWEEN
VETRIN COMPANY LIMITED, incorporated under the laws of the

Hashemite Kingdom of Jordan, with its principal place of business at
(address), and duly represented by (name) Company Executive Officer,
duly authorized, on the one hand, hereafter referred to as "Vetrin ",
and
The UNIVERSITY OF XYZ, a legal entity under the laws of Belgium,

with its administrative seat located in (address) and duly represented
by (name), who entrusts the execution of this Agreement to Profs.
ABC and DEF of the Department of Pharmaceutical Science, (address).
on the other hand, hereafter referred to as "the University."
~~~ ANN EX V- EXAMPLES OF A GREEMENTS
Preamble:
Vetrin is a leading manufacturer of veterinary medicines;
The University has expertise and skill in the field of compressing

beads into tablets (the "Technology'') and has filed a patent
application under the PCT with publication number WO
02/25511 entitled "Cushioning wax beads for making solid
shaped articles" (the "Patent") described in Appendix 1;
Vetrin is interested in developing a specific pharmaceutical

form containing Hexomidine for administration to animals by
entrusting the University to perform the research work
described in Appendix 2 (the "Project").
Now, therefore, the Parties hereby agree as follows:
Article 1 - Purpose
The purpose of this Agreement is the development of coated
and compressed pellets containing Hexomidine for use in
animal health (the "Product") according to mutually agreed
specifications and as described in Appendix 2.
Article 2 - Exclusivity
During the term of the Agreement. the University agrees that it
will not engage or participate in, advise, consult or assist in any
manner any third party which in any way deals with the Product
without having obtained the prior written consent of Vetrin.
Article 3 - Project to be performed by the University

3.1 The general work the University shall provide to Vetrin under
this Agreement shall include:
phase 1: the completion of pellets containing Hexomidine;
phase 11: the coating of these pellets; and
phase Ill: the supply of a coated and compressed pellet
prototype.
3.2 The University shall perform the Project according to the time
schedule as set forth in Appendix 2.
3.3 The University shall send to Vetrin, upon the completion of
each phase, a wrftten report. These reports shall contain details
of the findings and results obtained and acquired during the
carrying out of the Project.
Article 4- Organization of the Project

For the University, the Project shall be carried out by the
Department of Pharmaceutics (Laboratory of Pharmaceutical
Technology) under the scientific responsibility of Prof. ABC.
For Vetrin, the Project Director will be Dr. xyz or another
person designated by Vetrin and notified to the University.
Article 5- Compensation
5.1 For the Project carried out under this Agreement, Vetrin shall
pay the University an amount of (amount).
5.2 This amount shall be paid by wire transfer as follows:
- SO% upon the signing of this Agreement
- 25% upon the initiation of Phase 11.
- 25% upon the initiation of Phase Ill.
These installments are to be paid by Vetrin into account
number (number) of (Bank).
5.3 Payments are made at the first request of the University, after
invoicing.
Article 6 - Ownership of intellectual property rights

6.1 The Parties agree that title to any intellectual property and
technology, including patent rights associated therewith
conceived by either Party prior to this Agreement (the
"Background Property") shall remain with that Party. Intellectual
property arising from the Project (the "Foreground Property")
shall be exclusively owned by Vetrin where an invention made
or know-how acquired relates exclusively or specifically to the
compound Hexomidine. Where an invention made or know-
how acquired relates to the application of the University's
Technology as described in the Preamble specifically for the
compression of pills containing the compound Hexomidine,

then the property thereof shall become the full and exclusive
property of Vetrin if and when a license agreement is signed
between the University and Vetrin with a royalty of three
percent (3%) as indicated in section 6.2.
6.2 Vetrin has an option to negotiate a non-exclusive Patent and
Technology license agreement enabling Vetrin to use the
University's Background Property for the manufacture, use and
sale of Product.
This option must be exercised by notice in writing within six (6)
months of the receipt of the phase Ill report and completion of
the Project.
The terms and conditions of this license shall be negotiated by
the Parties in good faith and being understood that the Parties
have already agreed that in consideration of the license
granted by the University, Vetrin will pay a royalty of three
percent (3%) on the worldwide net sales of the Product.
Article 7 - Confidentiality
7.1 Both Parties shall treat as confidential, and not disclose to any third
party, any information of a general. business and technological
nature received from the other Party. Such obligation shall not
apply to any portion of such information which is already in the
public domain or is already known by the receiving Party at the
date of receipt of the information or is independently developed
thereafter, as evidenced by documentary material in the possession
of the receiving Party.
Such obligations shall cease at the time such information enters
into the public domain through no wrongful act of the receiving
Party or is lawfully received by the Party from a third party not
being itself in breach of any obligation of confidentiality.
7.2 All information relating to the development of the Product
shall be the property of Vetrin and shall not be disclosed by the
University without prior written consent of Vetrin.
7.3 The obligations and restrictions provided in this article 7 should
survive termination and/or expiry of this Agreement for a
period of ten (1 0) years.
Article 8- Duration
This Agreement comes into effect on (date) and shall remain in
force until the end of Phase Ill unless terminated earlier as
provided in Article 10.
Article 9 -Termination
9.1 Vetrin shall have the right to terminate this Agreement at the end
of each Phase, by giving notice in writing within thirty (30) days of
the receipt of any of the reports pursuant to Article 3, should the
results of the Project not meet the specifications of Vetrin.
Vetrin will pay the University the reasonable costs for the Project
that has been performed up to the effective date of termination.
9.2 The University shall have the right to terminate this Agreement
should Vetrin fail to make any payment as provided in Article 5.
9.3 If either Party fails to perform any of its obligations under this
Agreement, and such defaulting Party has not ceased such
failure within sixty (60) days after receipt of notice in writing to
that effect from the other Party by registered letter with
acknowledgement of receipt, then the other Party shall have
the right to terminate this Agreement by giving thirty (30) days
notice to the defaulting Party by registered letter with
acknowledgement of receipt.
9.4 If this Agreement is terminated, for whatever reason, the
equipment purchased at the expense of this Agreement
becomes the legal property of the University.
Article 10 -Dispute resolution and applicable law

Any dispute, controversy or claim arising under, out of or
relating to this Agreement and any subsequent amendments
to this Agreement, including, without limitation, its formation,
validity, binding effect, interpretation, performance, breach or
termination, as well as non-contractual claims, shall be
submitted to mediation in accordance with the WIPO
Mediation Rules. The place of mediation shall be [London). The
language to be used in the mediation shall be [English].
If, and to the extent that, any such dispute, controversy or
claim has not been settled pursuant to the mediation within
[90] days oi the commencement of the mediation, it shall,

upon the filing of a Request for Arbitration by either party, be
referred to and finally determined by arbitration in accordance
with the WIPO Arbitration Rules. Alternatively, if, before the
expiration of the said period of [90] days, either party fails to
participate or to continue to participate in the mediation, the
dispute, controversy or claim shall, upon the filing of a Request
for Arbitration by the other party, be referred to and finally
determined by arbitration in accordance with the WIPO
Arbitration Rules. The arbitral tribunal shall consist of [a sole
arbitrator]. The place of arbitration shall be [London]. The
language to be used in the arbitral proceedings shall be
[English]. The dispute, controversy or claim referred to
arbitration shall be decided in accordance with [English law].
Article 11 - Miscellaneous provisions

11 .1 This Agreement or rights and obligations arising from it cannot
be assigned or transferred to a third party by either of the
Parties without the prior written agreement of the other party.
11 .2 Any amendments and supplements to this Agreement shall be
agreed to in writing.
11.3 Should any one or several of the provisions of this Agreement
be or become invalid, this shall not affect the validity of the
other provisions.
11.4 This Agreement constitutes the entire agreement between the
parties and supersedes all previous agreements and
understandings between the parties.
FOR AND ON BEHALF OF FOR AND ON BEHALF OF

VETRIN COMPANY LIMITED THE UNIVERSITY OF XYZ
By (signature) By (signature)
Name Name
Title Title
Appendix 1 (Patent)
Appendix 2 (Project)
ANNEX VI - CASE STUDIES :m
VI CASE STUDIES 3'
Introduction
The key principles and issues that have been discussed in this Manual are
illustrated and come together in the following case studies. They are
based on realistic situations and provide an opportunity to exercise and
apply these principles. They are most useful in negotiation workshops,
which provide training in the art of negotiation. In making practical use
of these case studies, participants are divided into teams of licensors and
licensees who are expected to aim at a "win-win" agreement through
negotiation. Teams of licensors and licensees working vvith the same case
study may come to very different agreements. Yet, if such agreements
were satisfactory to each team then they would have all reached the goal
of a "win-win" agreement. Ideally, such teams would be assisted by a
licensing facilitator who will guide the participants through the licensing
issues and the negotiation process. However, it must be emphasized that,
while these case studies can only be used to their full potential through a
workshop, they will also be quite useful to individual readers in illustrating
and clarifying the issues discussed in the Manual.
The negotiation exercise involves preparation through group

discussion, followed by the actual negotiation around the table with
the potential future partner. The goal is to reach mutual agreement
and the main features to be recorded in a "Heads of Agreement."
Both teams must, in preparing for the negotiation, be ready to

conclude an agreement regarding:
(a) the intellectual property to be transferred/received or the

license given/received;
(b) the eventual tying in of other aspects of transfer or
cooperation;
35, The information given in these case studies is fictional and any similarity between any real
person or company and a person or company portrayed in any of the case studies is coincidental.
The statistical data given and the properties ascribed to the technology discussed are not necessarily
accurate or in accordance with the conventional wisdom of the industry. They have been prepared
for discussion and for training purposes only.
12~ ANNEX VI - CASE STUDIES
(c) warranties and representations;

(d) the field of application;
(e) the clauses regarding improvements and patenting of
future improvements;
(f) payment clauses and of financial obligations;
(g) liabilities;
(h) termination of the agreement.
The readiness of each team to seek trade-offs and to accept

compromise-offers should be debated in advance during its
preparation. There must be agreement as to the minimum that each
side will accept; a "walking-out point." Each member of the team
should be made aware of his or her area of expertise and skill and
thus the areas in the negotiation where their active participation
would be required. Each team shall appoint a reporter who should,
after the negotiations, explain to all the participants in the plenary
session the original goals of the team and compare them to what was
actually achieved.
ANNEX VI - CASE STUDY A :m
A. A Method for Coating Microscopic Components
case History
Ms. Sandra Eureka, Senior Researcher at lndico Company Limited

(lndico) of Mumbai, India, has invented a new method for coating
microscopic components. This is a platform technology with great
potential. Chemical Formulations Incorporated of Florida, USA
(Chemical) would like to have an assignment of the invention or at
least exclusive worldwide rights for certain product applic:atlon(s).
The following material includes four exchanges of letters and notes

on one telephone conversation. They are the background to the
parties' dealings prior to this meeting which has been arranged to
discuss the principal terms of a commercial agreement.
1. The invention
The Technology Development Department of lndico has invented a new

method of coating microscopic components, whereby chemical
components are. stabilized and are not altered chemically. After
treatment, the chemical substances and pharmaceutical components
become easier to handle, to store and to dose, especially under humid
and hot conditions. This makes the invention attractive for the tropics.
Medicinally-active compounds can, furthermore, because of the coating,
be subjected to a controlled or slowed-down delivery in the bodies of
humans and of animals. The invention also has potential for avoiding
evaporation of dangerous or noxious chemicals and diminishing the
blowing away of dirty or dangerous substances. The invention can thus
be used in the pharmaceutical industry as well as for environmental
(eventually also agricultural) purposes.
The method has been laboratory tested on certain materials.
The new technology has not been made public. Its development is still
in an early phase and it is not yet the subject of a patent application.
12~ ANN EX VI - CASE STUDY A
2. The parties and their respective expectations
The inventor Sandra Eureka and lndico know this field of technology
very well and are confident that the coating technology is novel and
inventive. They are aware. however, that work on an industrial-size
application and better data on the physical and chemical qualities and
processes would undoubtedly strengthen a patent application. For
this, lndico needs money (for another researcher and for costs of
outside production and neutral evaluation). lt is also taken for granted
that the application should be well prepared and should then be
taken on a very broad geographical scale - so again the financial
support of a strong commercial partner is considered necessary.
The inventor believes this technology holds promise for the improved
application of several existing medicines in the human and veterinary
area and is aware that demonstrating its success by applying the
technology would create a much bigger value for the invention. lndico
also holds promise; it has a number of scientific and commercial
successes and is making inroads into markets of African countries
through a number of good connections in the distribution.
transportation and storage of chemicals and fertilizers.
lndico's goal is to maximize profit from the invention. lt wants a

considerable lump sum paid as soon as possible after the signing of
the Agreement. This way it can cover the costs of earlier research and
later patenting. The inventor, on her part, has expectations too. She
has been involved in finding the commercial partner and she will play
an important role in the negotiation and, subsequently, the
application of the invention to the particular use that the licensee
wishes to develop. She would be especially happy with a big up-front
payment and is less interested in the promise of future income by way
of royalties on sales of the product, because she personally receives a
premium on the date of closing of the License Agreement.
There is now an interested party from the industrial sector: Chemical, a

company with good standing in the field of pharmaceutical
commodities, in particular in tropical medicines, and with good relations

with chemical industries and even with its own distribution companies
in South America, Asia and Africa. Chemical is an American company
based in Florida . lt has heard of the new invention through one of its
employees, who was briefly active in a university project in India. After
that, Chemical sent a scientist to an international meeting where lndico
gave a rather general presentation of its work. Chemical does not have
all the know-how about the new technology. lt has asked the inventor
to provlde all information on it and to start negotiation for an exclusive,
overall assignment and transfer of all rights with a view to the
development and the commercial exploitation of the invention.
The technology that lndico has invented has, hovvever, not been
tested for consistency in production batches of the particular
medicinal compound that interests the potential licensee.
Chemical stated that it had, among the products it produces for one
of its major customers, an interesting opportunity for application
(which it would at first not name). lt said that it wanted to become
more active in developing and marketing this technology for several
applications, together with other partners.
In fact, although lndico is not fully aware of this, Chemical has an urgent
need for this technology because it delivers a chemical commodity to a
pharmaceutical company that has a successful medicine of which the
patent is running out and for which the distribution in tropical areas of
the world could be dramatically improved using this technology. They
wanted to move quickly and therefore they invited a team of three
negotiators from lndico to the beach resort area of Sarasota in Florida
suggesting that the contract should be concluded there and then. The
lndico team has held off its trip.
Chemical has now, when this negotiation starts, asked the technology
manager of lndico for a price offer for the technology in all its
applications.
12~ ANNEX VI - CASE STUDY A
3. Previous written exchanges
The following four letters were exchanged.
1. A letter from Chemical

2. A letter from lndico
3. A letter from Chemical
4. A letter from lndico
Letter No. 1
Chemical Formulations Inc.

Florida, USA
Mr. Charles Barnum,

Product Development Manager
To:
Ms. Sandra Eureka
Office of Technology Development
lndico Company Ltd.
Mumbai
India
Dear Ms. Eureka,
We had the pleasure of meeting you at the India Habit Centre Conference last month and
we have had me chance to consider possibte applications of the new technology you
presented about neutral fine coating in pharmaceutical active compounds.
My company is very interested in this new technology. We are eager to enter into discussions
with a view to testing the application of this coating to a compound used by one of our major
clients. Please put us in contact with the persons responsible for the commercialization of
your invention and please send us details regarding the patent or patent application for your
invention.
We could be interested in the broadest possible applications, as we are a technology

company that provides customers with commodities and chemical compounds. If, in effect,
we were to find potential in your invention, it would be a matter of principle for us to acquire
the proprietary rights to the invention; so we look forward to negotiating with you a broad,
and for you a very advantageous contract.
I look forward to doing business with you.
Yours sincerely;
Charles Barnum
ANNEX VI - CASE STUDY A :129
Letter No. 2
lndico Company Ltd.

Mumbai
India
S. Xanadu
Head
To:
Mr. Charles Barnum
Florida
United States of America
Dear Mr. Barnum,
Our Senior Researcher, Ms. Sandra Eureka, has handed me your letter containing your
proposal to enter into an exchange about our new technology of coating chemical
compounds with a hot spray rn order to stabilize the compound.
I enclose herewith a model of a confidentiality agreement that we require to be slgned

by representatives of your corporation in order to allow us to proceed with our
negotiations. Please return this to me at your earliest convenience.
I can tell you that this new technology is not being actively deveroped at present and
that we are indeed Interested in proving its feasibility and its industrial application, in
which we have the fullest confidence. Cooperation with your company would be
seriously studied. We would be looking to conclude with you a research agreement to
sponsor the further refinement and the scaling-up of the application to the
pharmaceutical compound you are thinking of. Please send me particulars of the
compound you wish to submit to this technological process. We can then tell you
whether we have worked with similar products before and, if so, we would consider
sharing with you any earlier test results we might have.
I look forward to receiving the signed confldentiaOty agreement and to entering into
negotiations with you and your company.
Yours sincerely,
S. Xanadu
Letter No. 3

Florida
USA
Mr. Charles Barnum
To:
S. Xanadu
Head
lndico Company Ltd.
Mumbal
India
Dear Mr. Xanadu,
Thank you very much for your letter of [date].
I have forwarded your request for a confidentiality agreement (and the model contract
that you kindly enclosed) to our legal department and I expect this to be processed
within a short period of time. If any queries should arise, I may have to come back to
you on the matter. I trust you will not mind if we revert eventually to using the model
contract, or certain standard clauses, as commonly adopted and usually found to be
acceptable in the trade? I hope to be In a position to send you a signed proposal for
your agreement soon.
At this stage, I cannot disclose any more about the compound for which we seek to
test your invention. We now understand that you are at an early stage in the
development, but I am still eager to hear which patent application you have made. Our
technical people are asking me for information on your production procedure or
technical specifications, and for the text of your patent claims.
I would ask you to please take into account the fact that our company is a leading
technology company and that we have been developing applications for the treatment
of chemicals such as this coating. We would like to enter into close cooperation with
you as soon as possible so that we may test your technology and decide on our likely
level of future interest. Even at this stage, we would like to announce that we would
want to develop the first application for you and with you; but in that case we would
wish to negotiate straight away for a total assignment of the technology platform. We
feel that, based upon our position and experience in the market and on our broad
client-base, we can offer you the best value. We suggest that you do not wait until the
ANNEX VI - CASE STUDY A :131
confidentiality agreement is sent before preparing the communication on the technical

details of the invention, and we would also appreciate knowing what value you put on
this technology. Furthermore, we would like to know for what sum or consideration
your company would be prepared to transfer property in the technology and in the
know-how related to it. We can help you to prosecute the patents, and we would want
to have sight of the complete application process so that commercialization can be
based on correct and full information.
I have discussed this matter with our management and l have the pleasure of inviting
you and possibly one other person to our offices in Florida so that the whole process
of negotiation can be conducted in the most direct and personal manner. I am thinking
of a meeting during the course of January or February. I should be most grateful if you
could let me know whether such a trip, for the specific purpose of negotiating and
closing the contract, meets with your approval
We look forward to our close cooperation In the future and remain,
Yours sincerely,
Charles Barnum
B~ ANN EX VI - CASE STUDY A
Letter No. 4
lndico Company Ltd.

Mumbai
India
S. Xanadu
Head
To:
Mr. Charles Barnum
Florida
USA
Dear Mr. Barnum,
We have received your request for a meeting to negotiate the assignment of our new
technology for the coating of chemical compounds. I thank you also for your telephone
call, which was useful in clarifying the wishes of your company with regard to this
technology. The confidentiality agreement has not been received."' This prevents me,
temporarily, from sending you more technical details. I hope to be speaking with you
again shortly.
I shall try to suggest to you some points that may be helpful when you consider the
questions of transfer of the technology and of payments in compensation. I am hopeful
that we shall get to the position of being able to discuss the modalities of your use of
our technology within the next few weeks.
I understand that you would like to have the sole rights to the technology invented by
Ms. Sandra Eureka regarding the process of chemically-neutral glazing in a hot spray. I
can understand that your company would want to use the technology for one or more
of its own compounds and possibly to license it out to third parties. Our company has
had bad experiences with the assignment of patents. where the commercialization
proved not to be assured or was not diligently enough pursued. We also feel that
evaluation of the invention at this stage, when its fu ll potential is not yet apparent.
would tend to be to our disadvantage.
36. The signed confidentiality agreement was received by lndico just after this letter was sent to
Chemical.
Our own first choice would be to work towards an agreement with Chemical, In which
Chemical rtself has exclusive rights to the use of the invention regarding a named
compound or a narrowly defined group of compounds. This could eventually be
broadened to contain a second named area of application, under a right of first refusal
that we could gran! for an agreed period of time.
Our concern is the maximum beneficial development and use of the invention. In case
you would, at a ~ater stage, find an application that was not previously considered, then
we would certainly treat you as a preferential partner and we could add wording in a
contract that your future requests should be treated preferentially.
Our expectations of payment are probably no different from those that you currently
have in your business. We negotiate on the basis of the innovative (eventually
revolutionary) character of the Invention and of the commercial gains it may bring, of
the extent of its patent protection and of development and its promise of protection
and applicability.
We believe this coating technology has great potential for the treatment of several
pharmaceutical and chemical compounds as well as in the field of environmental
protection and in agricultural spraying of chemicals and of fertilizers. We believe it is so
promising that we do not at present want to assign it or license it broadly.
At this early stage, however. and because we are eager to build cooperation wtth your
company. we believe it best to be open with you from the outset. For the application
wtth the blood-pressure-redudng compound we are asking a lump sum of US$1 million.
This up-front payment will assure us of the strength of your interest and your resolve
to drive forward towards a marketable product. Thereafter, we are asking for royalties
of 2% to 3% based on sales turnover. I mention this margin here to allow flexibility in
the case of an eventual compensation of the lump sum from those royalties due, or to
allow for an Increase over a short period of time.
If you should want a broader area of application, for example wtth your own
proprietary compounds, then we would need to structure a right of first refusal for such
different compounds. For that purpose, I would propose that Chemical, upon paying a
further US$1 00,000 per specific application, would be allowed to call for and obtain
that right to apply the technology.
In case you would nevertheless want to develop the invention by seeking third parties
for sub-licenses and by helping such third parties invest in research and development
regard ing its application, then please clarify to us your goals and try and give us
assurances that you would indeed commercialize effectively. For such an approach, we
would need your agreement to a higher lump-sum to be paid by Chemical and detailing
on the one side your own royalties and on the other side our share from the income
that Chemical would make from tts sub-licensees. We expect 25% to 30% of all such
lump sums, royalties or compensation that Chemical would receive from tts sub-
licensees for the invention, depending on the size and the risks of investments that
would be made on the side of Chemical. We would also need clauses assuring us of
effe-ctive merchandising and market introductions or alternatively leading to a return of
the license to lndico.
I think it is too early for us to take well-informed decisions on this second hypothesis.
Whichever way we proceed, however. I should always want my company to rema in free
to find and develop new applications of the technology alone or wrth third parties of
our own choosing. We will retain our own right of initiative and wlll want to retain for
ourselves exclusivity for a specific application that we develop (alone or with others),
under the condition that we would first inform you that we have a realistic plan to
develop that specific application. tf we allow you rights to develop the technology in a
broader field, then any agreed-upon application by yourself or your sub-licensees would
in our view need to be on a non-exclusive basis.
Those are, Mr. Barnum, some of the principles to which we are committed and I hope
that my describing them now may help you in our upcoming exchanges. I trust you will
indeed be willing to pursue the development of this technology and that you will want
to make your own proposals known to me at an early stage.
I look forward to hearing from you.
Yours sincerely;
S. Xanadu
ANNEX VI - CASE STU DY A :m
4. Memorandum for the Team lndico: Memorandum on a

telephone negotiation as noted down by Mr. Xanadu (lndico)
(NOTE: These Internal Memoranda are made accessible to the respective

participants in order to help assess some of the signs and expectations
that one otherwise seeks through more extensive exchanges, possibly
through face-to-face meeungs.)
Memorandum
Written by: S. Xanadu
Negotiations with Chemical
A conference call was initiated by Charles Barnum and the

Commercial Director of Chemical and myself. I brought Sandra Eureka
in on the line.
I opened the negotiation on valuation with a request for US$1 million.

The Director gave us oral acceptance of a lump-sum payment of
US$500,000. This went seemingly easily. We have a bite. lt gives us
good value for the research investment made and gets us started
without delay or hesitation.
There is also agreement that the largest part of the up-front payment
should be made within three months of signing, in three installments
based on the successful production of three d1fferent types of batches
of the Product. The "Product" in this sense is the application of the
invention to the pharmaceutical compound of Chemical's customer.
The three batches are: a trial batch made by lnd1co, an industrial size
batch made in the production facility of Chemical in South Florida
under tropical conditions and then a batch suitable for clinical trials.
The remainder of the lump sum payment has been promised for the
day that Chemical enters into an agreement with the pharmaceutical
partner to start clinical trials.
We know it has been impossible to produce their customer's medicine

LowBioodMed locally in tropical countries.
we have been able to find out that the patent protection on their
medicine is running out for the active component of this medicine.
We also have Sandra working on identification of the patent, so that
we can look into their cards better.
Furthermore, information available publicly (e.g. annual reports)

suggests to me that Chemical makes US$1 00 million in annual sales
of this class of commodities, and this is about 10% of the world
market (Chemical's total pharmaceutical sales are around US$5 billion).
Chemical could be eager to acquire a new period of patent protection
on a new production technique with controlled-release characteristics
that would be markedly superior to the present delivery by capsules.
Most probably, time will be important to them.
They make a strong point about getting broad rights. I referred them to
my past letters and have said we cannot do this. I remained constructive
and said I would give our lawyer the task of working out an option for
Chemical to eventually receive more of our other particular applications.
Then Barnum also insisted that we quickly conclude a Letter of Intent

whereby we agree to negotiate only with them towards first improving
the invention and applying it together with us to LowBioodMed and
then to assign or broadly license the invention. I immediately
responded that our management would probably make the signing of
a Letter of Intent conditional upon this Letter containing the future
royalty rate for the main agreement. I also stated that it should already
be agreed that the projected up-front payments would indeed follow
within three months after the signing of the agreement.
ANNEX VI - CASE STU DY A :m
5. Memorandum for the Team Chemical: Note on a telephone

negotiation - by Charles Barnum (Chemical)
(NOTE: These Internal Memoranda are made accessible to the

respective participants, in order to help assess some of the signs and
expectations that one otherwise seeks through more extensive
exchanges, possibly through face-to-face meetings.)
Note
By: c. Barnum
Telephone conversation with lndico
During the telephone conversation I obtained an agreement in

principle to start cooperation with lndico. Some of the initial hesitation
went away when Ms. Eureka came on the line. She evidently has a
stake in the process application and exerts authority over there.
I had to (reluctantly) explain that Chemical has a successful medicine

on the North American market (FDA approved) for the treatment of
high blood pressure (I have branded this active compound the
LowBioodMed). The compound was not identified. I did explain that
to administer this medicine it needs to be put in a capsule and that it
is very sensitive to humidity. The present commercial form of the
medicine also presents higher costs when the company wishes to vary
the doses in industrially-produced packaging.
I painted the picture that our common economic goal is that a good
part of the existing production may be rapidly switched to this
treatment and I said a huge turnover can be expected.
The boss told me to lay down a precise agreement for the refining of
the production technique of this invention and for testing the
application of the invention as it applies to LowBioodMed.
n~ ANNEX VI - CASE STUDY A
We clearly explained we cannot pay US$1 million, but are willing to

advance the costs of development up to an amount of US$500,000.
This money is earmarked for the development of the application of
our customer3 medicine and should come in the form of the lump
sum payment they had asked for in their letter. I made the offer of
three partial payments of US$1 00,000 that could follow reasonably
quickly after the conclusion of the main agreement. But preparing
clinical trials will take more than three months.
We would hope to acquire a new period of patent protection if this

new production technique with controlled-release characteristics
proves to work. The time available for doing this is very short, so fast
negotiations will be essential.
The commercial presentation of a product with this glazing would be

markedly superior to the present delivery by capsules. So even without
patent protection we will be in good shape and my advice is to press
towards the early commencement of human trials for the application.
I requested a Letter of Intent. I said I want an early Letter of Intent.

insisting on a broader application of the technology for Chemical,
because this technology can take off thanks to our early support and our
investment and know-how. We must have the right of exclusive, or at
least sole, use of this whole technology platform throughout the world.
Our lawyer, Chuck Foresite, has emphasized that ideally we must

obtain the personal right for Chemical to apply for application-patents
for the new applications and improved formulations that we (or lndico)
may find in the future. The boss impressed on them that we would be
counting on agreeing on an advantageous royalty rate on sales of
products using this technology and that we should have the same
good rate for this first application as for other (later) applications.
ANNEX VI - CASE STU DY A :139
6. Commercial figures (to be handed out with memo 4 or 5 when

the participants break into teams)
1- Costs of trials
A series of pre-clinical and clinical tests have to be made before a drug

is approved by the national regulatory authority. In this case the tests are
being conducted on a fast-track basis: five years (average is 10 years).
The costs for conducting these trials is estimated at US$20 million,
as follows:
Phase Costs in USS Duration

Pre-clinical 1 million 112 year
Clinical 1 (safety) 1 million 1/2 year
Clinical 2 (efficacy) 5 million 1 years
Clinical3 (benefits, reactions) 10 million 2years
FDA Approval/ marketing 3 m111ion 1 year
Total 20 million 5 years
11- Success rate/Profit
lt is estimated that the compound has a 60% chance of completing

the clinical trials successfully and obtaining approval (average 10%).
The retail selling price of the compound is estimated at US$50, with
a profit of US$35 (or 70%) before corporate overheads including
research and marketing expenses).
1~ ANN EX VI - CASE STUDY 8
B. A Vaccine for Tteating Tuberculosis
Case History
Tuberculosis (TB). a chronic bacterial infection. causes more deaths

worldwide than any other infectious disease. TB is spread through the
air and usually infects the lungs, although other organs are sometimes
involved. Some two bi llion people, one third of the world's
population, are infected with the TB organism and the number of
new TB cases each year is over eight million. TBs reach extends to all
economies, over borders and across age groups.
With appropriate antibiotic therapy, TB can usually be cured. In recent

years, however, drug-resistant cases of TB have increased dramatically.
This is a major concern. but even more alarming is the increase in the
number of people with multi-drug-resistant TB (MDR-TB), caused by
TB strains resistant to two or more drugs.
In those parts of the world where the disease is common, a vaccine is

given to infants as part of the immunization program recommended
by the World Health Organization. In infants, the vaccine prevents the
spread of TB within the body, but does not prevent initial infection. In
adults, the effectiveness of the vaccine has varied widely in large-scale
studies. Because of the limitations of the vaccine, more effective
vaccines are urgently needed for the treatment or prevention of TB,
and especially MDR-TB.
Three years ago, Dr. Humphries, a senior researcher at the University

of Melbourne with an extensive knowledge of immunology,
discovered a process to construct or manufacture a vaccine that
seemed to address these problems. lt is known to produce or initiate
an immune response by providing an antigen, and cytokines are also
well known to enhance immune response. The crucial aspect of
Dr. Humphries' discovery is that it does both at the same time with a
multiplier effect, i.e. the two-pronged approach initiates and expands
the body's immune response to bacterial infection.
ANN EX VI - CASE STUDY 8 :141
Ocker Limited, a manufacturer of diagnostic kits for identifying TB

infection, was assigned the rights to the invention in exchange for a
parcel of Ocker shares. Ocker agreed, in a separate agreement with the
University and Dr. Humphries, to repurchase the shares for US$125,000
in five years' time if they wished to relinquish them then. Ocker filed
patent applications around the world, and was also granted trademark
protection tor Multi-Gene®, which the vaccine was now called.
Mr. McKenzie, the Managing Director of Ocker met a Dr. Washington

at a recent health care conference in San Francisco, and mentioned to
him the work done by Dr. Humphries. Dr. Washington expressed
interest in the invention and mentioned that he was the Licensing
Director for Sam Inc. a major American pharmaceutical manufacturer.
He asked Mr. McKenzie to provide further details of the vaccine.
On his return to Australia, Mr. McKenzie wrote to Dr. Washington

(Document 1) outlining Multi-Gene® and its advantages.
Dr. Washington replied expressing interest (Document 11) and

suggesting the parties meet during his forthcoming visit to Australia.
Mr. McKenzie accepted Dr. Washington's invitation to meet.

Unfortunately his secretary inadvertently included in the letter of
acceptance a copy of a report (Document Ill) prepared by Highflier &
eo, a firm of financial analysts for Ocker, a copy of a memo from
Dr. Humphries to Mr. Mckenzie (Document IV), and an opinion from
Winningham & Losingham, Ocker's patent attorneys, reviewing the
offer of a license from the University of Ductonia to sell the vaccine in
the United States (Documents V and VI).
In his memo (Document IV) to Mr. McKenzie, the inventor

Dr. Humphries advised that he had accepted a senior position in the
research department of Sam Inc. This was considered to be a "good
news - bad news" situation by Ocker. The bad news was that
Dr. Humphries was no longer available for assistance in negotiations,
nor did Ocker have the carrot of possible future inputs from the
inventor. The good news was that he could be expected to be an
t4~ ANNEX VI - CASE STUDY 8
advocate for Multi-Gene® at Sam in comparison with other

competitive vaccines they might be investigating.
Following an exchange of facsimile messages, the parties ascertained

that, rather than meeting in Australia, it was in fact mutually more
convenient to meet in Doha and, in view of the time constraints, Sa m
proposed the following agenda:
1. Review of the opportunities for Multi-Gene®.
2. The possibility of the parties entering into a license agreement

and the terms thereof, including:
(a) Definition of what is to be licensed; and
(b) Whether exclusive/non-exclusive, with/without sub-license
rights, and territory to be covered.
3. If mutually agreeable terms can be reached, the financial

arrangements that will apply, including:
(a) Form and timing of payments, including
Responsibility for manufacture of vaccines and
conduct of trials;
Down-payment and royalty;
Fully paid up license; and
(b) Other relevant financial considerations.
ANN EX VI - CASE STUDY 8 :1 43
DOCUMENT1
OCKER LIMITED
Dr. G. Washington
Licensing Director
Sam Inc.
Dear George,
Re: Multi-Gene® recombinant vaccine
it was a pleasure to meet you at t he recent Annual Health Care Conference in San
Francisco and, as arranged, I am now pleased to enclose for your review some non-
confident ial information describing the patented Multi-Gene® recombinant vaccine
technology.
By way of background, Ocker now considers its future is as an early stage development
biotechnology company focussing on immunotherapeutics that harness a person's
immune system to prevent or treat diseases and disorders.
Ocker has an agreement with Dr. Humphrfes and the University of Melbourne to
commercialize certain intellectual property and t hey have assigned the rights In the
Multi-Gene® recombinant vaccine technology to Ocker. Ocker is now focused on
product development and commercialization.
The Multi-Gene® recombinant vaccine is a platform technology that can be used in a

variety of disease areas to produce a number of products or treatments. Indeed, it is
beginning to make a contribution to the production of exciting new products.
The technology is an enhanced recombinant vaccine strategy that delivers

immunotherapeutic molecules by means of eo-expression of an antigen and a cytoklne
in a target host cell. The technology is set out In the attached dra\ving.
As you will be aware, vaccines work by improving the body's ability to mount an
effective immune response to an antigen. An antigen is generally a foreign molecule,
which may be derived from a virus, bacteria or other pathogen or molecule, to which
the body's immune system will mount an immune response, such as the generation of
antibodies or the activation of cytotoxic T cells. Cytoldnes are important molecules,
which stimulate the immune system.
The Mutti-Gene® recombinant vaccine technology delivers, as recombinant DNA, the

antigen and a cytokine to stimulate the immune response and enable an appropriate
defense to the antigen. The body's immune response to the antigen is enhanced by the
eo-expression of the cytokine with the antigen.
1~ ANNEX VI - CASE STUDY 8
The technology uses a harmless virus to deliver the recombinant DNA vaccine to the
recipient's Immune system. When the recipient is infected with the virus, the antigen
and cytokine are expressed in the virus infected cells and are then released and so
trigger an immune response to the antigen and, as a consequence, the disease.
Although not limited to any particular form of virus, Ocker has adopted fowlpox as the
preferred delivery virus- it has the advantage of safety as rt will infect but not proliferate
in non-fowl recipients.
Ocker antidpates conducting Phase 1, 2 and 3 trials and entering licensing and
strategic alliances to bring candidate v.accines to market. In this regard, please note
Ocker does not have a collaborative agreement with GlaxoSmrthKiine's (GSK) venture
caprtal fund. The latter has acquired a 5% shareholding In Ocker, but this does not give
GSK any preferential position to acquire access or rights to Multi-Gene®.
Ocker is working towards demonstration of human efficacy of its tuberculosis vaccine

as proof of the platform technology, and considerable progress has been made. The
Australian Therapeutic Goods Administration (TGA) has given approval to conduct
Phase 1 and 2 trials using vaccines made in Australia by a manufacturer approved by
the US Food and Drug Administration (US FDA). and recruiting of patients with TB has
just commenced. The trial will take place in Australia, and the outcomes will indicate
safety, immunogenicity and clinical effectiveness, and the results can be used to obtafn
regulatory approval in other countries. Separately, a grant for US$25 million has been
awarded to a consortium (including Ocker) by the World Health Organization to
develop a prophylactic Hepatitis B vaccine.
Our technology has good patent protection, and broad claims have been granted in the
United States, Canada, and Australia directed to i) compositions for stimulating an
immune response and ii) methods for producing such compositions. Enclosed for your
convenient reference is a copy of the abstract and claims of US Patent No 5,999,310 in
the name of B. Humphries. Corresponding applications are pending In other
jurisdictions including Europe, Japan and China, and we are confident patents with
similar claims will be granted in due course.
We are of the view that this is a very exciting opportunity. We are fully committed to
commercializing Multi-Gene®, and have spent more than two million dollars, but need
further caprtal (and perhaps a strategic partner) to aggressively take it further.
Once you have had a chance to review the technology, we look forward to discussing
your interests In the Multf-Gene® technology.
Yours sincerely,
Barry McKenzie
ANNEX VI - CASE STUDY 8 :145
Multi-Gene® Technology- How lt Works
Ocker limited
TB antigen gene Cytoxin gene
~ t
I
/
Virus Virus given to human recipient
Expression of both genes inside human cell
Specific antibody and T cell response to TB antigen
Treat and Prevent TB

1~ ANN EX VI - CASE STUDY 8
IIIIUIIIIII
U$004722153
United States Patent [19] [11] Patent Number: 5,999,310
B. Humphries [45] Date of Patent: Feb. 2, 1999
[54] RECOMBINANT VACCINE WO 8502200

A 5/1985 WIPO
[7S] Inventor: B. Humphries
[73] Assignee: University of Melbourne

[21] Appl. No.: 10462
[22] Filed: June. 1, 1997
[30] Foreign Application Priority Data [57] ABSTRACT

A recombinant vaccine comprises a vac-
July 4, 1996 [AU] Australia PH07212/92 cine vector, which incorporates a first
[51] 1nt. Cl" .. .. .... .. .. A61 K39/12 nudeotide sequence capable of being
[52] u.s. Cl ... .424/186.1; expressed as all or a part of an antigenic
424/188.1 ;424/199.1; 4351320.1 polypeptide, together with a second
[58] Field of Search ......... 514/414, nudeotide sequence capabte of being
816; expressed as all or a part of a 'lym-
424185.2,255.1, 184.1, 88.5, 186.1. phokine effective in enhancing the
188. 1, 199.1, 93.21 ; 4351172.1, 172..3, immune response to the antigenic
69.3, 69.1, 320.1 polypeptide. The vaccine vectors indude
poxvirus, herpes virus or adenovirus, and
[56] References Cited the lymphokine may be an interleukin,
U.S. PATENT DOCUMENTS tumour necrosis factor or gamma-inter-
4,631,191 1211986 Dale et al. 424/186.1 feron. The vaccine vector may express an
FOREIGN PATENT DOCUMENTS antigenic polypeptide, which is foreign
WO 8502200 A 5/1985 WIPO ......... ..... . to the host vector.
C07H 21/04
2 Claims, 17 Drawing Sheets

5,999,310
What is claimed is:

1. A preparation for stimulating an immune response to an
antigenic polypeptide in a human or animal host, comprising a
vector for expressing an antigenic polypeptide in said human
or animal host, said vector incorporating a first nucleotide
sequence which is expressed as said antigenic polypeptide,
together with a second nucleotide sequence which is
expressed as a polypeptide having lymphokine activity and
which is effective in enhancing the immune response in said
human or animal host to the antigenic polypeptide when
compared to the immune response in said human or animal
host administered a vector incorporating only the first
nucleotide sequence, wherein said polypeptide having
lymphokine activity is eo-expressed with said antigenic
polypeptide in said human or animal host.
2. A method for the production of the preparation according to

claim I which comprises the step of inserting into said vector a
first nucleotide sequence which is expressed as an antigenic
polypeptide which is foreign to the vector, together with a
second nucleotide sequence which is expressed as a
polypeptide having lymphokine activity and which is effective
in enhancing the immune response in said human or animal
host to the antigenic polypeptide when compared to the
immune response in said human or animal host administered a
vector incorporating only the first nucleotide sequence
wherein said polypeptide having lymphokine activity is eo-
expressed with said antigenic polypeptide in said human or
animal host.
1~ ANNEX VI - CASE STUDY B
DOCUMENT/I
SAM INC
Mr. B. Mackenzie
Managing Director
Ocker Ltd.
Dear Bazza,
Many thanks for your recent letter. I am pleased that you have written to me about
Dr. Humphries' invention.
BCG is the most commonly used vaccine for tuberculosis and has now been in use for
nearly a hundred years. As you would know; it is very effective in conferring protection
on {:hildren, and also has the side benefit of protecting against leprosy. However, we
recognize that its efficiency in preventing tuberculosis In adults varies dramatically in
different parts of the world, and of course BCG is not recommended in America
anymore, because it interferes with skin test screening for TB infection. The existing
treatment for TB is usually three or preferably four specific (and expensive) antibiotics
for a course of six months. This treatment is generally effective, although there has
recently been the development of antibiotic resistant forms of tuberculosis.
The technology you have outlined ls one which Sam considers interesting enough to
warrant further discussion and a possible commercial arrangement, but we do see a
number of potentially serious problems, in particular:
(a) Since the American National Institute of Allergy and Infectious Diseases produced its
ground breaking "blueprint for tuberculosis vaccine development", there has been
renewed interest in developing a new TB vaccine and treatment. As a result, the United
States government is pumping money Into TB vaccine development at a remarkable
rate. In addition, hundreds of millions of dollars are spent by pharmaceutical companies
much more experienced than Ocker In developing generic vaccine technology, and
grabbing a slice of the TB action.
For example, we are aware of a well respected and experienced group in San Francisco
who have developed a genetically modified BCG vaccine with enhanced efficacy. We
have also heard of a Swiss company which has produced a vaccine using the expression
of TB antigens in engineered bacteria such as salmonella and lysteria. lt is also reported
that GSK is well advanced with a vaccine using naKed DNA, where the DNA encoding
TB antigen is injected directly into the muscle or skin, and of course this Is a cheap and
simple way to introduce antigens. So your "multigene" technology is only one of a
number available that could do the job.
ANNEX VI - CASE STUDY B :149
(b) Vaccine development is a heavfly congested market and we would not be surprised
to find that other people had been working on similar or overlapping technologies. We
expect you have had searches conducted of the prior art, and can tell us how strong
your patent position is. Before proceeding, we would need your assurance that we
would be able to use the technology in the US without getting into trouble with some
other patentee.
(c) I am sure you are well aware of the risks associated with gene therapy. The insertion
of genes into a person's genome is not something to be taken lightly. This type of
technology received some bad press in the US after the death of a patient receiving
gene therapy. These are serious risks, and atthough we carry good insurance, a gene
therapy disaster could potentially ruin any company brave enough to get involved.
(d) On the subject of high risk, you have made reference to TGA approval and
successful an'imal experiments. However, our experience leads us to believe that the
likelihood of success is less than 10% in the transfer of the vaccine from the animal
model to human recipient. You must appreciate the risks taken by a licensee are very
high and any license arrangement would have to reflect this situation.
(e) A preventative vaccine against infection will be expensive and take many years to
market. Preventative vaccines also carry high risk, because they are given to healthy
people, often children and must be 110% safe. Of course, the treatment of TB infected
patients is less expensive and quicker to get to market, but the number of patients is
fewer and we could find that a competitor has developed a vaccine and then no one
gets TB any more.
(f) Of course, TB is not a simple virus, like influenza. There are many unknowns and we
don't believe that it will be as easy to get FDA marketing approval as for an Influenza
vaccine. As you will appreciate, we would need FDA manufacturing and marketing
approvals.
I expect to be travelling during the next few weeks and could be in Melbourne so I
propose we plan to meet. I will tax you next week with some dates and t fmes..
I feel sure, Baua, that if we both work at this, we will be able to come up with some
sort of mutually acceptable deal. I look forward to sharing a cold "Fosters" in your fine
sunny land.
Best regards.
Yours sincerely,
Dr. George Washington

Ucensin g Director
Sam Inc.
ts~ ANN EX VI - CASE STUDY 8
DOCUMENT Ill
HIGHFLIER & CO
Blue Sky Analysts
Mr. B. McKenzie
Managing Director
Ocker Ltd.
Mult~Gene I Sam
Execut ive Summary
We refer to our recent meeting when we were instructed to carry out a review of the
Strengths, Weaknesses, Opportunities and Threats (SWOT) for your Multi-Gene
technology. 'Ne also refer to your advice on Monday that Sam may be visiting
Melbourne in the near future and that, before completing our detailed Report, we
should provide you as a matter of urgency with a preliminary executive summary of our
review. This now follows and, while prepared with time constraints, we trust it will
assist you in the discussions. Naturally, we are available to attend these meetings if
required.
The Technology
Multi-Gene has a number of important strengths:
• it works! Well, it has worked in the clinical trials on animals infected with the TB
organism, Mycobacterium tubercutosis, and it is reasonable to proceed on the basis that
it has excellent prospects of working on people (the Phase I trials will of course be
important in determining that it is safe).
• lt can potentially t reat and prevent the world's most widespread disease- almost ten
mfllion people a year develop active TB, and three million die from it.
• it is very clever - antigens and cytokines each can provide an immune response to
disease or infection and, by doing both at the same time, enhance the effect. The
result ing synergy means the likelihood of successful treatment is greatly increased (Note
that it may also be suitable for a preventative or prophylactic vaccine- more blue sky).
• lt has good intellectual property protection. The novelty of Dr. Humphries' invention
has been recognized by the US and other Patent Offices around the world.
ANNEX VI - CASE STUDY 8 :1s1
A helpful precedent- Biovac Holdings limited
Biovac is a well known biotechnology company listed on the Australian Stock Exchange,
and several points in particular are highly relevant to Ocker in reviewing its position and
strategy at this time.
First, Biovac's corporate strategy has been, and is, to:
identify early stage drugs that address large unmet needs, and
• move quickly to bring them to commercial reality, particularly by forming strategic
alliances with partners who will take projects forward from discovery or early-stage
clinical trial.
Biovac's strategy has been most successful. it was founded in 1985 to fund (in
particular) the research and development of a drug to treat influenza using a
neuraminidase inhibitor. it identified Big Pharma as the preferred partner, in 1989 a
Heads of Agreement was signed and in 1990 the detailed agreement was signed.
In 1993, trials commenced and were completed at costs estimated at US$2, US$5 and
US$1 0 million (Phases I - Ill respectively). In 1998, applications were lodged in
Australia, Europe and the US for approval from the regulatory authorities to
manufacture, market and sell the influenza drug now called Bonza. During the
ffnancial year ending June 2000, approval was given and Bonza was successfully
launched in US and European markets.
In the first year. sales were around US$100 million, mainly in Europe and the US
(though Bonza is now approved for sale in more than 40 countries, representing 85%
of the world pharmaceutical market). For Biovac, this meant royalties of US$10 million
(this might have included an advance royalty or other payment from Big Pharma. but
there would have been a (modest) royalty deduction for the research institution). it is
not known what Big Pharma:S margins are, but our best estimate is that 70% would
be the net profit on sales, before corporate overheads including research and marketing
expenses. Bonza's selling price ls US$1 00. Another interesting figure is that last year
Biovac spent US$1 0 million on R&D out of gross revenues of US$15 million, which is
much more than the industry norm of 10%.
Looking ahead, rapid market penetration is predfcted, and sales for Bonza over the
next four years are expected to reach at least US$750 million, but this should be very
conservative as regulatory approval is obtained in additional countries. as Bonza's label
claims are broadened to Include children and of course a drug is developed to prevent
(in addition to treat). influenza. Even so, our analysis indicated that Biovac recovered
t he bulk of its costs in the first year of sales, and accordingly this has been a most
successful launch.
ts~ ANNEX VI - CASE STUDY 8
Some helpful financials
We all know that a dollar in the future is worth much less than a dollar in the hand
today, thanks to erosion caused by inflation and risk associated with technology
commercialization. Therefore, as a matter of urgency, we need to have a realistic
understanding of what Multi-Gene's present and future income streams and expenses
are liKely to be worth in today's dollars using Net Present Value (NPV. or DCF)
calculations. In the meantime, and subject to discussion and revision, we have, on the
back of an envelope, calculated an NPV of US$125 million for this technology.
Thfs sum does not allow for any lump sum or royalty payments to Ocker. and when (or
if) you reach agreement with Sam (or another licensee) the NPV will be reduced
accordingly. This sum does, however, reflect the assumptions that the Biovac outlays
and margins are relevant: phases 1, 2, and 3 are completed by the end of years 1, 3,
and 5; marketing commences in year 5 with two million doses sold increasing to 90
million in year 15: royalties are payable to Ductonia and tax is 33%. Importantly, the
discount rate. the Weighted Average Cost of Capital CNACC) is a conseNative 40%,
reflecting the technical and commercial risks involved.
There are statistical techniques involving probability theory and certainty equivalents
which can be very useful in determining the appropriateness of particular amounts. We
will discuss this further at our meeting to review this draft executive summary so we
can finalize our Report.
Sam lnc
Sam is well known. though in size it is well behind giants like Pfizer, GlaxoSmithKiine
and Merck, as well as Big Pharma. tt has been some years since it successfully launched
a major new drug, and we believe it is actively (and anxiously) looking for licensing
opportunities. TB, and Mutti-Gene technology is therefore, In our view, a major
opportunity for Sa m, especially as the market for TB has to be at least double that for
influenza. We are possibly over-optimistic, but we do consider Multi-Gene has the
potential to be a US$1 billlon-a-year drug, like Pfizer's Viagra (impotence), Upitor
(cholesterol) and NoNase (high blood pressure).
Finally, it is worth emphasizing that TB is not restricted to countries liKe Cambodia,

South Africa or Zimbabwe. In the US alone there are currently around 15 million people
with TB. New York alone spent US$750 million between 1993 and 1996 to protect
hospitals and jails. Assuming compliance with treatment, the average case cost is
US$25,000, and in the case of Multi-drug resistant TB, the cost can be as high as
US$250,000 per case.
For the reasons given, you could be in a very strong position, but ln any event we
consider you will be best served by seeking a. fully paid up license following successful
commercialization and, In our complete Report, we will expand upon and Justify this
conclusion.
HIGHFLIER & CO
1s~ ANNEX VI - CASE STUDY B
DOCUMENT/V
OCKER LIMITED
Memorandum
To: B. Mackenzie
From: B. Humphries
Baua.
Having read the report from Highfliers, I can see why this ship is in such a rotten state.
The report isn't worth the paper it is written on, let alone the thousands you paid for
it.
Let me t reat you to a few cold hard facts.
1. I have heard rumors of at least two competitive technologies - a listeria

bacteria engineered with tuberculosis .1ntigens and a naked DNA vaccine with multiple
antigens. Once a vast sum is spent developing an alternative process, and it receives
FDA approval, there is no hope for any of the others, and that Includes us I
2. tt is all very well to talk about asking for a lump sum once commercialization
has been reached. I would rem ind you that it is only two years until our shares can be
relinquished. As the capital of the company is being frittered away by all your expensive
advisers like Highfliers, you are going to have trouble coming up with the US$125,000,
unless you get an upfront fee of some sort or unless you have a sufficiently watertight
agreement so that the shares will be worth more then their redemption value. In my
book, an upfront lump sum and royalty on sales is what we want
3. What protection do we get if Sam fails to vigorously pursue the TB vaccine?

Can we take it away and license or sell it elsewhere? Surely you would have been better
off seeing a good licensing consultant rather than those phony artists with their
probabilities and generalities and useless precedents.
4. Whatever you do, Baua old guy, you will be doing it without me. I have
accepted a very highly paid research position with Sam and I leave next month. My
contract with them precludes my doing outside consulting. so you're on your own I This
doesn't mean that I don't think the thing is going to work -I still think it is a great idea
and that the process is OK, provided you get on with it and sell it. rather than sitting
back commissioning useless and expensive reports.
Thanks I
ANNEX VI - CASE STUDY B :1ss
DOCUMENT V
UNIVERSITY OF DUCTONJA
54 Gene Way, Ductonia, CA, USA
Mr. B. McKenzie
Managing Director
Ocker Ltd.
Re: Recombinant Vacctne
Dear Mr. McKenzie,
lt has come to our attention that your company is the owner of US patent No 5",999,310
in the area of recombinant vaccines. From our review of your patent it appears that you
may require a license from the University of Ductonia (UD) to beS't utilize aspects of your
patent. UD is prepared to offer to your company generous licensfng terms for the
valuable gene transfer system that is the subject of our Avipox: patent
Although many techniques are in use today for introducing genes into cells, researcher
Henrietta Fouletta was the first to propose use of Avipox: vectors as a means of
t ranS'ferring genes into cells. This technology is the subject of US patent 1,234,567
which is owned by UD and known as the Avipox patent. This viral gene tranS'fer system
is superior to existing technologies because the use of Avlpox vectors overcomes many
of the existing difficulties associated with viral vectors. As well as superior transfection
rates, the use of recombinant Avipox vectors limits viral replication and removes
concerns regarding viral infection.
UD was established in 1B72 and has a well established reputation for excellence in the
biotechnology field. lt has an extensive patent portfolio focusing on gene tranS'fer
systems. However. UD's expertise lies in research, not in commercialization. We have a
good track record In licensing our technology and we understand the. complex royalty
burdens on novel biopharmaceuticals. Therefore, UD is prepared to offer a non-
exclusive license at a very reasonable rate, and three different licenses are possible
depending on the use of the technology:
Option 1. General vaccine use

License issue fee: US$100,000; and
Royalty on net sales: 0 5%.
Option 2. Single disease vaccine use

License issue fee: US.S2S,OOO; and
Royalty on net sales: 0.5%.
ts~ ANNEX VI - CASE STUDY 8
Option 3. Research /trials I non-commercial use

License issue fee: US$1 0,000.
All licenses offered above are limited to use in North America (USA, Canada and
Mexico). However, UD also has corresponding patent rights for this technology in
Europe, China and Japan, and is prepared to negotiate for a worldwide license if
required. An option to extend or obtain a license for either Europe or the Rest of the
World can be provided if needed- the financial arrangements for these Territories are
the same as for North America.
On your request, we can provide you with our standard llcense agreement for your
review and approval. Already over SO companies have agreed to our standard license.
We trust you will appreciate that the financial terms are modest and that it is not
possible to vary the terms of the standard license agreement for a particular licensee.
Yours sincerely.
John Avery, Licensing Manager

University of Ductonia
DOCUMENT VI
WINNINGHAM & LOSINGHAM

PATENT ATIORNEYS AT LAW
Confidential: Attorney-Client Privileged
Mr. B. McKenzie
Managing Dlrector
Ocker Ltd.
Dear Mr. McKenzie,
Re: University of Ductonia, United States Patent No 1,234,567 (the Avipox Patent)
'Ne refer to your recent letter requiring our opinion on the issues of whether:
• the Avipox patent is valid;
• Ocker (or any Licensee) will infringe the Avipox patent in the USA by making use
of the Multi-Gene® technology; and
a license from University of Ductonia ls required.
it is our opinion that a Court would find the claims of the Avfpox patent valid. This
conclusion is based on our analysis of the prosecution file history and the prior art cited
therein. As instructed, we have not conducted a separate prior art search. In particular,
it ~sour opinion that the legal requirements for novelty and non-obviousness have been
met. We have construed the claims according to the normal rules of construction.
\!Vhite we believe that the opinions expressed here are correct, when there is litigation
there is always some degree of uncertainty.
Because the Ocker vaccine and method of preparation falls within the scope of the
claims of the Avipox patent, either literally or under the Doctrine of Equivalents, it is our
opinion that Ocker would be liable for patent infringement. Our preliminary advice is
that this is also the position in other countries, but it would be prudent to confirm this
before actually manufacturing or selling in other countries.
We have also reviewed the letter from the University of Ductonia to Ocker regarding a
license to the Avipox patent. Please note that as the Avipox patent Incorporates a
product claim as well as a process claim, importation of1he Multi-Gene® recombinant
vaccine into the United States would constitute infringement under United States law.
Accordingly, if Ocker (or any Licensee) wishes to manufacture, import or sell the Multi-
Gene® vaccine in America, there will clearly be a need for a license to the Avipox
patent for the next 15 years. We have reviewed the proposed terms and advise that we
c-onsider they reflect the standard university approach of offering a low cost, non-
negotiable license on fair and reasonable terms.
Very truly yours,
Winningham & Losingham

ts~ ANN EX VI - CASE STUDY (
C. A Process for Reducing Copper Emissions
Case History
Over 90% of the world's supply of copper ores occur as sulfide

minerals, which are recovered in a concentrate that normally contains
20-30% of sulfur. Conventionally, this concentrate is melted and most,
if not all, of the sulfur is emitted into the atmosphere as sulfur dioxide
(S02). The United States Environmental Protection Administration has
required adoption of State regulations on the emission of sulfur dioxide,
and most States in America are requiring that no more than 10% of the
sulfur contained in the ore concentrate be emitted as sulfur dioxide.
Similar legislative requirements exist in Australia and Canada.
Three years ago Dr. Humphries, an Australian freelance chemical

consultant with an extensive knowledge of the mineral processing art,
discovered a process for utilizing a previously known chemical
reaction for the purpose of reducing sulfur dioxide emissions during
the refining of copper sulfide minerals. He assigned his rights to the
invention to a newly formed Australian company, Ocker Limited, in
exchange for a parcel of shares in the company. Ocker agreed, in a
separate agreement, to repurchase the shares for US$100,000 in two
years time if Dr. Humphries wished to relinquish them at the time.
Ocker filed patent applications covering the invention in the countries
where Ocker considered the process most likely to be used. These
countries also granted trade mark protection for CuprOz®. which
was the name used when referring to the process.
Mr. McKenzie, the Managing Director of Ocker, met a Dr. Washington

at a recent Conference of the Licensing Executives Society during a
visit to the United States and mentioned to him the work done by
Dr. Humphries. Dr. Washington expressed interest in the invention and
mentioned that he was Licensing Director for Sam Inc. an American
copper producer with about 20% of the USA market. He asked
Mr. McKenzie to let him have further details of the process.
ANNEX VI - CASE STUDY ( :159
On his return to Australia, Mr. McKenzie wrote to Dr. Washington

(Document 1) outlining CuprOz® and its advantages.
Dr. Washington replied expressing interest (Document 11) and

suggesting the parties meet during his forthcoming visit to Australia.
Mr. McKenzie accepted Dr. Washington's invitation to meet.

Unfortunately his secretary inadvertently included in the letter of
acceptance a copy of a report (Document Ill) prepared by Highflier &
eo, a firm of financial analysts for Ocker, and a copy of a memo from
Dr. Humphries to Mr. Mckenzie (Document IV).
In his memo (Document IV) to Mr. McKenzie, the inventor Dr. Humphries
advised that he had accepted a senior position in the research
department of Sam Ine, although he retained his shares in Ocker. This
was considered a "good news- bad news" situation by Ocker. The bad
news was that Dr. Humphries was no longer available for assistance in
negotiations, nor did Ocker have the carrot of possible future inputs
from the inventor. The good news was that he could be expected to
be an advocate for CuprOz® at Sam in comparison with other
competitive processes that they might be investigating.
Following an exchange of facsimile messages, the parties ascertained

that, rather than meeting in Australia, it was in fact mutually more
convenient to meet in Cape Town and, in view of the time constraints,
Sam proposed the following agenda:
1. Review of the merits of the CuprOz, process.
2. The possibility of the parties entering into a license agreement

and the terms thereof, including:
(a) Definition of what is to be licensed;
(b) Whether exclusive/non-exclusive, with/without sub-license
rights, territory to be covered; and
(c) Continuous technical assistance by Ocker.
1~ ANNEX VI - CASE STUDY (
3. If mutually agreeable terms can be reached, the financial

arrangements which will apply, including:
(a) Form and timing of payments, e.g.
• Down payment and royalty;
• Fully paid-up license; and
(b) Other relevant financial considerations.
ANN EX VI - CASE STUDY ( :161
DOCUMENT1
OCKER LIMITED
Dr. Washington
Licensing Director
Sam Inc.
Dear George,
it was a pleasure to meet with you at the recent gathering of LES (USA). On that
occasion I mentioned to you CuprOz®, our proprietary process for recovering copper
values from sulfide minerals with greatly reduced sulfur emissions.
I realize that upto now American copper producers have managed to keep the
Environment Protection officials back because of their political connections and their
reasoned arguments of the industry's relative remoteness f rom high population areas
and the vital importance of cheap copper to the industrialized world. However, I believe
the situation will change very soon.
You might have noted that prosecutions have already been threatened here in Australia
where we have the same maximum 10% sulfur emission law that you do. I also saw a
very recent report of a strongly worded speech given by your President to the Mineral
Association of America in whlch he effectively said, "Clean up or come to court."
Our process offers an ideal opportunity for your company to prepare for the inevitable.
By applying our lab scale work, we believe you could be on line in two years time with
a plant that would satisfy not only the present 10% limit, but also the 5% limit, which
is the subject of a bill currently before the Japanese Diet To our knowledge there is no
other process capable of meeting these limits.
Our process for recovering copper from sulfides of copper involves palletizing a mixture
of the copper mineral and lime. The lime is present in an amount of from 80% to 100%
of the stoichiometric equivalent of the sulfur content of the mineral and both
ingredients are ground to form 200 to 400 mesh; pelleting the mixture and roasting it
at between 400 and 600°C; and leaching the roast mixture with sulfuric acid to form
a copper sulfate solution from which the copper may be recovered by conventional
processes such as electrowinning, solvent extraction/electrowinning or cementation. A
f low chart of the process is attached. The whole process works very well in the
laboratory scale experiments that we have conducted and we have substantial know-
how developed at this scale. We can show t hat the efficiency of the process Is equal to
that of your existing process and that gold and silver recovery from the tailings is also
the same as is achieved with your conventional process.
16~ ANNEX VI - CASE STUDY C
The advantage of CuprOz®, is that by palletizing the mixture we can readily control the
reactioll rate, which is Important if the temperature of the reaction is to be controlled
as the process is exothermic. tf the temperature goes too high, by-products are formed,
which are not susceptible to leaching with sulfuric acid.
The lime fortunately acts as a natural binder and gives pellets capable of withstanding
a roasting bed of up to 18 inches, which guarantees plant sizes of up to 100,000 tonnes
per year to or from your own industry. A further substantial advantage that we have
found results from the use of superstoichiometric amounts of lime relative to the sulfur
content of the mineral; we can still keep sulfur emissions down while being able to
provide all the sulfuric acid we. need from the electrowinning cell and still have some
over to sell, which at US$6 per tonne Is a useful by-product. Investigations In Australia
indicate that the calcium sulfate tailings could also be sold for the production of
gypsum board used in the building industry.
We have obtained patents in Australia, the United States and Canada., and expect
applications to be granted in Chile, Peru. South Africa and Zambia, thereby covering
the major producer countries of the world, and are confident of their breadth and
strength. We have had no blind research alleys and so our know-how is relevant and
valuable. The process would be particuJarly applicable in both Australia and Canada
because of the relatively close juxtaposition of limestone deposits with the copper
mines. All this indicates good sub-license prospects.
I firmly believe that if you come in on this with us, George, your company will be able to
recoup its R&D expenditure on the process within five years by sub-licensing the process
out The environmental. pressures are being felt by copper producers worldwide and if
your company takes this process up now the whole industry will be beating on your door
in a few years. On the other hand, you will have the opportunity to keep the door shut
and so gain a significant competitive advantage. In any event, by being the first company
to exploit this process you would have the opportunity to make some significant profits.
As we have spent more than half a million developing the process we are fully committed
to it Only lack of capital prevents us from aggressively taking it further.
I look forward to hearing further from you and suggest that if your company is
interested in entering into a relationship with Ocker we meet to work out a deal.
All the best,
OCKER LIMITED
Barry McKenzie
Enc. Flow Chart.
ANN EX VI - CASE STUDY ( :163
Limestone Copper Concentrates
Mixer
Water
Stack
Air ____-.t Pellet roasting furnace (500°C)
Wash water
Solid/Uquid
Separaration
Copper stripping
Cyanide electrolysis or
Au,Ag cementation
Tailing
t~ ANN EX VI - CASE STUDY C
DOCUMENT/I
SAM INC
Mr. McKenzie
Managing Director
Ocker Ltd.
Dear Bazza,
Many thanks for your recent letter. I am most pleased that you have written to me
about Dr. Humphries' invention.
I feel that you are unduly pessimistic about the pollution position; politicians, as we all
know, are more talkihan action. We do have an active pollution control program under
way using stack scrubbing to reduce our emission to about 40% of the sulfur content
of the mineral which is 35% improvement on our previous levels and this has satisfied
our local authorities to date. The process you have outlined is one which Sam considers
interesting enough to warrant further discussions and a possible cooperation
agreement, however, we see a number of potentially serious problems. These are as
follows:
(a) We find it difficutt to accept the novetty of Dr. Humphries' proposal. The reaction
of lime and copper sulfide minerals to form calcium sulfate and copper oxides,
thereby preventing the emission of the sulfurcontent of the ore as sutfur dioxide,
is well known in the art. We are aware of work being done in Peru using a
fluidized bed containing inert pebbles to bring about the reaction you have
outlined.
(b) You have made reference to the provision of know-how, however, you speak
only of laboratory scale experiments. Our experience leads us to believe that an
expenditure of at least US$500,000 would be required to merely complete
bench tests to optimize the process for our use here in America .and to get to a
pilot plant decision. A further investment of approximately US$1.5 million would
be required to deve1op a pilot plant before a decision to commercialize could be
made. In this situation, tt must be realized that the risks taken by a licensee are
very high and any license arrangement would have to reflect this situation.
(c) We believe that the disposal of the tailings, particularly the gypsum tailings,
could cause substantial environmental problems, ahd
(d) Your assertion that CuprOz® is the only one available which will do the job
doesn't quite stack up. We have been offered a sutfur concentrator which would
yield high sulfur solutions suitable for sale as a bleaching agent to paper
manufacturers. We have not gone ahead as the process, like yours, is
undeveloped and the promoters of this process wanted a heavy front-end fee.
We were also put off by the currently depressed state of the paper industry but
this could change drastically in the future.
I will be in Melbourne next month and suggest that we meet. I will fax you next week
with some dates and times. I feel sure, Bazza, that if we both work at this thing we will
be able to come up with some sort of mutually acceptable deal.
Kind regards,
Dr. George Washington.

Licensing Director
Sam Inc.
1~ ANN EX VI - CASE STUDY C
DOCUMENT Ill
Highflier & eo.

Financial Analysts
To: Mr. McKenzie

Managing Director
Ocker Ltd.
Decision Analysis of Licensing Potential of CuprOz®
In accordance with your instructions, we have conducted an investigation of the

strengths and weaknesses of your position as the licensor of Dr. Humphries' invention
relating to the recovery of copper. We have subjected your company's situation to
"Decision Analysis" to reveal the maximal potential of CuprOz® to your company In
immediate dollar terms.
We accept your advice that current copper production methods involve the emission of
sulfur dioxide levers that substantially exceed levers currently permissible under
applicable government regulations. We further accept your advice that. while these
levels are not being strictly enforced now, there appears to be a good possibility that
they will be enforced shortly and that even more stringent limits could be enforced
within the next couple of years.
'vVe further base our assessment upon the assumption that Dr. Humphries' process will
in fact reduce 502 emissions to below the 10% level and possibly below the 5% level.
Our cost engineer calculates that the process does not offer significant cost savings but
should be no more expensive than the conventional process. If your suggestion that
there might be plant efficiencies that flow from Dr. Humphries' invention are correct,
this would improve your position over and above that revealed by the present study.
Our investigations have revealed a number of salient facts regarding the present copper
producing industry:
(a) The world copper market is around US$3 billion per year, indicating high stakes
if the industry can be persuaded to adopt your process. it is axiomatic t hat
pollution control measures w ill not be introduced by copper producers if they
can be avoided.
(b) Published figures suggest that current smelters could be modified to incorporate
additional emission control equipment so as to meet the current 10% pollution
requirements, and we set out hereunder a table of published estimates. At the
time of these studies copper was selling at about 30dkg. We are advised that
these modifications would probably be inadequate to meet the 5% level.
TABLE 1
Costs: Ca!:1ftal 0!:1erating Mean Total
Source c/l<g Cu dkg Cu dkg cu
lnd USt!Y StUd:i 2.4 2.2 4.6
De!:1t. of Mines 3.4 3.3 6.7
White House 2.0-4.2 5.4 8.5
De!:1t. of the Environment 2.0 - 5.0 5.9- 10.7 12.0
(c) The world annual production of copper for the last two years and the
average price of those years was as follows.
Annual Production Average Price

Two years ago 8.90 million tonnes US$353 per tonne
Last year 8.36 million tonnes US$204 per tonne
The current price (London Metal Market) is US$318 per tonne. Industry projections
consider that copper prices will rise 5% annually in constant dollars. On top of a
modest So/a inflation rate, thls means actual copper prices should increase 10%
annually from the present level.
(d) The latest Annual Report of Sam shows a three-year budget figure for pollution
control of US$30 million. This indicates that there should be a genuine interest
on the part of Sam to look at your process. lt ls also of interest to note that the
depreciation figures in the Annual Report suggest that probably all of Sam'splant
capacity of 275,000 tonnes per annum, spread over four smelters, will, starting
in two years, need to be replaced over the following four years.
(e) Our investigations indicate that the "industry nonm" for a royalty payment on a
fully developed process in the copper industry is about 0.6% per unit value of
copper produced. lt will be obvious that less should be paid for an undeveloped
process. In fact we believe that a fully paid-up license will probably be demanded
by a licensee in view of the substantial input that they will be required to make
to turn your process into commercial reality, i.e. the licensee will want to pay a
lump sum for the unlimited use of the process through its full life.
We do not think it can be said there is an industry norm in the copper industry
for rights to use the trade mark CuprOz®. However. this right does have some
value, as Dr. Humphrfes' invention is well known by this name, in Its own right,
as well as by taking advantage of Australia's reputation through the flotation
process for the separation of minerals developed at Broken Hill in the early
1900s. (You will be aware that the flotation method became the most widely
used method fn the world for mineral extraction).
~~ ANNEX VI - CASE STUDY C
(f) A variety of considerations are involved in analyzing the dynamics of a copper

processing plant and a modest understanding of these is required to enable
suitable "guesstimates" to be made for use in the "decision analysis.· These
factors include:
Copper Plant Dynamics
Capital costs- Market for sutfur (or H2504 )

Operating costs - Source of limestone
Nature of ore deposit- Disposal of tailings
Plant size- Quality of resulting copper
Plant life - Pollution standards
Useful costs of the alternative types of plants are hard to come by. We are using a
"guesstimate" to help beg.in to scope capital costs. lt considers the installation of the
known pollution equipment to a 100,000 tonnes per year plant would cost US$30
million, that is equivalent to US$300 per tonne capacity.
In terms of operating costs. the major factors are: reagents. utilities, personnel and
maintenance. We have been unable to get useful estimates for operating costs for
alternative types of plants and assumed equivalent costs.
The nature of the ore deposit 4s important in designing a plant. Significant here is the
projected size of the ore deposit, which teads us to the plant size and plant life. The
economics of scale can vary between the different types of plant, for example,
hydrometallurgicai (such as Dr. Humphries' process) v. pyrometallurgicai (such as
smelter).
Also figuring in the decision process for a copper plant is a market for the by-products.
With the market for sutfuric acid at about US$6 per tonne, a nearby Industrial use of
the sulfuric acid, because of transportation costs, could make a particular location of a
copper plant economically viable.
An important consideration in the location of plant is the source of limestone. The

process is sensitive to the price, availability and quality of limestone use. The disposal
of the calcium sutfate tailings from the process could present an environmental
problem. An engineering company we talked to feels that there is no problem in
burying the calcium sutfate, although another engineering company feels it is a little
more complicated than that.
Despite the confident predictions of Dr. Humphries, it l's not a foregone conclusion that
the quality of the copper resulting from the process will necessarily be equivalent to the
quality of copper resulting from the smelter process when processed in large quantities.
Enforcement of pollution standards and any further modifications of pollution

standards in the future will be critical factors to a copper producer. As mentioned earlier
in this report, we have learned that many existing smelting plants cannot meet the
already established sulfur dioxide standards.
With these factors In mind, we recommend that you seek from your proposed licensee
a paid up lump sum based on a hypothetical royalty of 0.5% per unit copper produced,
the money to be paid once a commercial stage has been reached. The calculations that
follow in Table 2 are based on this recommendation. Our copper price calculations are
based on the copper price forecasts given above and a start-up date in two years for
commercial production in accordance with the accompanying Gantt chart. We advise
that the smallest economic size of a smelter is about 30,000 tonnes per year and
accordingly we have calculated the lump sum payments that could be expected for a
plant of 30,000 tonnes per annum, 50,000 tonnes per annum and 100,000 tonnes per
annum. The life of the plant will depend upon the amount of ore, the size of the plant
and copper demand. We used expected lives of 5, 10 and 15 years.
As we have recommended a lump sum payment but based our calculations on a royalty
figure, it is reasonable to apply a discount rate to take account of the fact that by
receiving a lump sum your company has money to use earlier than it would have if it
were in fact receiving a royalty. We recommend that a discount rate of 10% be applied,
however, we have also made calculations based on a 15% rate.
it may be that you will feel our discount rates do not adequately reflect the risk
involved. And, for the licensee of this process, this is relevant as a licensee can be
expected to be risk averse rather than a risk seeker.
There are statistical techniques involving probability theory and certainty equivalents,
which can be very useful in determining the appropriateness of particular amounts. We
will discuss this further at our meeting organized for next week to review this report
and plan our next actions.
Highfller & Co.

17~ ANNEX VI - CASE STUDY C
TABLE 2
PRESENT VALUES: PERSPECTIVE TODAY
Certain flows of 0.5% royalties starting in two years- US$ in millions
30,000 tonnes/yr. Copper Production

US$ million Lrre of Plant
discount rate 5 :tears 10 :@ars 15 :tears
10% 0.35 0.91 1.8
15% 0.33 0.86 1.7

US$ million Lrre of Plant
discount rate 5 ~ears 10 ~ars 15 :tears
10% 0.58 1.5 3.0
15% 0.55 1.4 2.8

US$ million Life of Plant
discount rate 5 :tears 10 :tears 15 :tears
10% 1.2 3.0 6.0
15% 1.1 2.9 5.7
ANN EX VI - CASE STUDY C :m
TABLE 3
GANIT ( HART f OR PROCESS DEVELOPMENT
Years
Last Two Present Next Three
Phase A
Bench Test
Pilot Plant
Decision
PhaseS
Pilot Plant
Testing
Commercial
Plant
Decision
--
-
PhaseC
Commercial
Plant
Sub -Licensing
t~ ANNEX VI - CASE STUDY C
DOCUMENT/V
OCKER LIMITED
MEMO TO: B. Mackenzie

FROM: B. Humphries
I was surprised to read the report from Highfliers. lt isn't worth the paper it is written
on, let alone the thousands you paid for it.
Let me treat you to a few cold hard facts.
I hear strong rumors of at least two competitive processes -a super scrubbber; and a
process using our reaction together with the use of inert pebbles in a fluidized bed to
control the reaction temperature. (Is this latter process an infringement of our patent])
Once a vast sum is spent developing any one of these alternative processes there is no
hope for any of the others, and that includes usl
tt5 all very well to talk about asking for a lump sum once commercialization has been
reached. I would remind you that I have the right to relinquish my shares for
US$1 00,000 in two years' time. As the capital of the company is being frittered away
by all your expensive advisers like Highfliers and those patent attorneys, you are going
to be hard put to come up with the US$100,000 unless you get a up-front fee of some
sort or unless you have a sufficiently watertight agreement that my shares will be worth
more than their redemption value. In my view, a straight-out lump sum and royalty on
production is what we want.
What protection do we get if Sam's don't push the thing anyway? Can we take it away
and license or sell it elsewhere? If so, can we sell know-how, plant design, etc7 Surely
you would have been better off seeing a good licensing consultant rather than those
phony artists with their "certainty what-nots" which are anything but certain.
Whatever you do, Bazza, you will be doing tt without me. I have accepted a very highly
paid research position with Sam and I am leaving next month. My contract with them
precludes my doing outside consutting so I will not be able to be of assistance to you.
This doesn't mean I don't think the process is a good thing -I do.
ANNEX VII - ILLUSTRATIVE WORKSHOP PROGRAM :m
VII ILLUSTRATIVE WORKSHOP PROGRAM
One hour An Overview of Intellectual Property Rights and Technology

Transfer
One hour Preparing to License Technology:

Strategic implicatlons for businesses, sourcfng for holders of
technology and accessing appropriate technology. due diligence
One hour Preparing to License Technology:

Obtaining information on unprotected technology
One hour Accessfng Appropriate Technology: Demonstration
One hour Technology Transfer: Strategic business options
Two hours Valuation of Technology:

Assessment of technology packages
Evaluating technology as a company asset
Methods of Valuation
One hour Overview of Main Contractual Arrangements for the Transfer and
Acquisition of Intellectual Property:
Licensing Agreement
Francl1ising, Agency and Distributorship Contracts
Joint Venture Agreements
One hour Fundamentals of licensing Agreements:

Subject matter, scope, territory, exclusivity, period, improve-
ments, financial considerations, etc. ..
Specific practices and provisions concerning patents, trade-
marl<s, know-how
One hour Fundamentals of Licensing Agreements:

Applicable law
Dispute settlement
One hour Negotiation skills
One hour Negotiation skills
Two hours Preparation for Negotiation, Presentation and Organization for

the Case Studies
One day Case Study No 1: Negotiating and Drafting Licensing Agreements
Review and End of Session
One day Case Study No 2: Negotiating and Drafting Licensing Agreements
Review and End of Session

11~ ANN EX VII - ILLUSTRATIVE W ORKSHOP PROGRAM
Explanatory Note
Preparatory -
The first three days consist of a series of presentations on the subjects

indicated to give the participants a grounding for the two days of
negotiations to follow. They are therefore introduced to the basics of
intellectual property and licensing, the importance of due diligence
and the importance of searching patent information in this regard, the
various tools for valuing technology, an overview of the various ways
in which technology can be transferred followed by the fundamentals
of a licensing agreement Two sessions are then devoted to discussing
some tips and pointers with respect to negotiating. With this
background, the participants have a good knowledge of the key issues
and are well prepared to embark on their negotiating exercise.
Negotiating Exercise -
The participants are divided into teams of licensors and licensees.

Ideally, each team would have about five participants. They would
each assume a role. One would be the leader who would primarily be
responsible for conducting the negotiation. Others would assume the
roles of, for example, the financial controller, the legal officer, the
accountant. the technical officer who would be responsible essentially
for those specific aspects of the agreement and contribute where
relevant to the negotiation. The teams would be handed the case
study and would be expected to read and prepare for the discussion
of the next morning.
On the day of the negotiation exercise, they would assemble and

spend the morning discussing with the team members their objectives
and strategy for the negotiation. During this exercise, they would use
the Heads of Agreement document to establish their preferred
outcomes from the negotiation. They would also anticipate the
expectations and objections of the other party and prepare for them.
They should try to work on each item in the Heads of Agreement
document so that the fundamental issues would have been discussed.
ANNEX VII - ILLUSTRATIVE W ORKSHOP PROGRAM :m
In the afternoon, they would go into the negotiation and the leader
would begin the discussion and take the team through the Heads of
Agreement document, referring to his specialized teammates for
input on their respective areas. Both teams will strive to achieve a
"win-win" agreement. Once they reach an agreement they will sign
the document.
Once all teams have reached deals that are satisfactory, or it is

recognized that no agreement is going to be reached, they w111 be
called upon to present to all the participants of the workshop where
they began and where they ended. That is, what was the agreement
that they would liked to have had, the ideal scenario, and did they
achieve that ideal. If not, what was the deal that they made and that
they were happy with. What elements they conceded and what
elements they gained. What did they learn from this process. Once
each group of licensors and licensees have presented their deals the
participants will be able to appreciate a wide variety of deals
consisting of a variety of differing terms and conditions and begin to
appreciate that there are multiple situations which can all still be
"win-win" agreements.
17~ SUGGESTED F URTHER R EADING
SUGGESTED FURTHER READING
NEGOTIATION
Fisher, R., Ury, W. and Patton B. (ed.), Getting to Yes: Negotiating

Agreement Without Giving In (United States of America: Penguin
Books, 1991), ISBN 0-14-01.5735-2.
Lewicki Roy J., Saunders David M., Minton John W. and Barry Bruce
(eds.), Fourth Edition, Negotiation: Readings, Exercises and Cases
(New York, McGraw-Hilllrwin, 2003), ISBN: 0-07- 112316-4.
LICENSING
Brunsvold, G. Brian and O'Reil ley, P. Drafting Patent Ucense

Agreements (BNA Books, Hardcover, Fifth Edition, 385 pages, 2004).
Gabrielides, J. and Squyres, M. Licensing Law Handbook (Chicago:

West Group, 2001}, ISBN 0-8366-1470-4.
Goldscheider, R. The New Companion to Licensing Negotiations:

Licensing Law Handbook (Deerfield, IL: Clark Boardman Callaghan,
1996), ISBN 0-8366-1055-5.
Goldscheider, R. (ed.), The LESI Guide to Licensing Best Practices:

Strategic Issues and Contemporary Realities, 0/Viley, Hardcover, 528
pages, 15 May, 2002) ISBN: 0-471-21952-5.
Mahoney, Richard T.(ed.), Handbook of Best Practices for

Management of Intellectual Property in Health Research and
Development (Oxford: Centre for Management of Intellectual
Property in Health Research and Development, 2004).
Megantz, Robert C. Technology Management: Developing and

Implementing Effective Licensing Programs (New York: John Wiley
and Sons, Inc., 2002), ISBN 0-471-20018-2.
SUGGESTED FURTHER READING :m
Parr. R. L. and Sullivan, P. H. Technology Licensing: Corporate

Strategies for Maximizing Value (New York: John Wiley and Sons, Inc.,
1996), ISBN 0-471-13081-8.
White, E. P. Licensing: A Strategy for Profits (Alexandria: Licensing

Executives Society, 1997), ISBN 0-9656401-0-8.
PATENT INFORMATION
Derwent Scientific and Patent Information Global Patent Sources, An

Overview of International Patents (London: Derwent Information,
1999), ISBN 0-901157-71-6.
Van Dulken, Stephen. (ed.), Introduction to Patents Information

(London: The British Library, 2002), ISBN 0-7123-0862-8.
VALUATION
Pitkethly, Robert. The Valuauon of Patents: A Review of Patent

Valuation Methods With Consideration of Option Based Methods and
the Potential for Further Research (Article from Intellectual Assets:
Valuation and Capitalization) (Geneva: United Nations Publications,
2003), ISBN 92-1-116857-0.
Razgaitis, Richard. Valuation and Pricing of Technology-Based

Intellectual Property (New York: John Wiley and Sons, Inc., 2002) ISBN
0-471-25049-X.
Razgaitis, Richard. Dealmaking Using Real Options and Monte Carlo

Analysis (Wiley, 08 August, 2003), ISBN: 0471250481.
Smith, Gordon V. and Parr, Russel L. Valuauon of Intellectual Property

and Intangible Assets, J'd EdiUon (New York: John Wiley and Sons,
Inc., 2000), ISBN 0-4 71 -36281-6.
17~ SUGGESTED FURTHER READING
NEW PRODUCT DEVELOPMENT
Trott, P. Innovation Management & New Product Development (Delhi:

Addison Wesley Longman (Singapore) pte. Ltd., 2000), ISBN 81-7808-
140-7.
/
/
World Intellectual Property International Trade Centre (ITC)
Organization (WIPO)
WIPO is an intergovernmental organiza- ITC is the technical cooperation agency

tion in the United Nations system of of the United Nations Conference on
organizations. It seeks to ensure that the Trade and Development (UNCTAD) and
rights of creators and owners of intellec- the World Trade Organization (WTO) for
tual property (IP) are protected worldwide operational, enterprise oriented aspects
and that inventors and authors are recog- of trade development.
nized and rewarded for their ingenuity.
ITC supports developing and transition
WIPO’s mission is to promote, through economies, and particularly their busi-
international cooperation, the creation, ness sectors, in their efforts to realize
dissemination, use and protection of their full potential for developing exports
works of the human spirit for the eco- and improving import operations.
nomic, cultural and social progress for all
humanity. ITC works in six areas:
WIPO encourages, inter alia, the integra- Product and market development
tion of IP management into national Development of trade support serv-
development policy and into the busi- ices
ness strategy of enterprises. Thus, it con- Trade information
tributes to national economic develop- Human resource development
ment, particularly in developing, least International purchasing and supply
developed and transition economies, by management
promoting the effective use of the IP sys- Needs assessment, program design
tem for strengthening their technological for trade promotion
capacity and improving their competi-
tiveness in domestic and export markets.
For more information: For more information:

Mailing address: Mailing address:
WIPO, P.O. Box 18, ITC, Palais des Nations,
CH-1211 Geneva 20, 1211 Geneva 10,
Switzerland Switzerland
Street Address: Street Address:
WIPO, ITC,
34, chemin des Colombettes, 54-56 rue de Montbrillant,
Geneva, Geneva,
Switzerland Switzerland
Telephone: +41 22 338 9111 Telephone: +41 22 730 01 11
Fax: +41 22 733 54 28 Telefax: +41 22 733 44 39
Internet: www.wipo.int E-mail: itcreg@intracen.org
Internet: www.intracen.org
ITC publications can be purchased from

ITC’s website:
www.intracen.org/eshop
WIPO publication No. 906E ISBN: 978-92-805-1248-9 November 2010

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EXCHANGING VALUE

The pace of change in the international business environment and

Mention of names of firms or organizations and their websites does not

USING THE MATERIAL IN THE MANUAL

Parts or extracts of the Manual may be copied, reprinted, distributed,

However, prior permission of WIPO and ITC is needed for making

When reprinting or translating the Manual, no changes will be

When adapting the Manual to the specific needs of a country, it

WIPO lmemttionol Trade Centre

ABOUT THE MANUAL 10

2. PREPARING TO liCENSE TECHNOLOGY 21

3. How MUCH IS IT WORTH? 32

4. OVERVIEW OF A liCENSING AGREEMENT 42

5. NEGOTIATING GUIDEUNES AND TIPS 82

The World Intellectual Property Organization (WIPO) and the

Against this background, WIPO and ITC jointly conducted a series of

The focus of the Manual is on the identification and acquisition, or

Its aim is to provide guidance on negotiating technology licensing

John Stonier, Davies Collison Cave, Melbourne, Australia, Consultant

Johan Erauw, Professor of International Law, University of Gent,

Tamara Nanayakkara, WIPO, Senior Program Officer, Least Developed

Jean Francois Bourque, ITC, Senior Adviser, Legal Aspects of

Guriqbal Singh Jaiya, WIPO, Director, Small and Medium-Sized

R. Badrinath, ITC, Director, Division of Trade Support Services, eo-

Kifle Shenkoru. WIPO, Acting Director, Least Developed Countries

Sabine Meitzel, ITC, Chief, Business Advisory Services Section,

Beatrice F. Bryan, Senior Licensing Officer, Healthcare, University of

Thomas Gering, Director Licensing, Joint Research Center (JRC),

The contributions of the following (in alphabetical order) in

Philippe Baechtold, WIPO, Head, Patent Law Section, Patent Policy

Esteban Burrone, WIPO, Consultant, Small and Medium-Sized

Cynthia Cannady, WIPO, Director, Intellectual Property and New

Yolande Coeckelbergs, WIPO, Senior Program Officer, Patent Law

Christopher Kalanje, WIPO, Consultant, Small and Medium-Sized

Elizabeth March, WIPO, Consultant, Copyright and Related Rights and

Victor Nabhan, WlPO, Consultant, WIPO Worldwide Academy and

Cherine Ali Rahmy, WIPO, Counsellor, Small and Medium-Sized

Sreenivasa Rao Pemmaraju, former WlPO Consultant, Copynght Law

Lesley Sherwood, WIPO, Senior Counsellor; Executive Office of the

Lien Verbauwhede, WIPO, Consultant, Small and Medium-Sized

Christian Wichard, WIPO, Deputy Director and Head, Legal

Geoffrey Loades, Consultant to ITC, edited the text.

ABOUT THE MANUAL

The purpose of this Manual is to provide a basic knowledge and

Given the complexity of licensing agreements, a variety of issues are of

Each licensing situation is unique. The principles explained in this

preferably a lawyer with licensing expertise. The basic purpose of the

As this Manual is for educational and training purposes, using the

1. INTRODUCfiON - WHY liCENSE?

Ideas, innovations and other expressions of human

Intellectual property refers to creations of the human mind. The legal

Intellectual property assets can be commercially exploited by their

others to exploit intellectual property is through licensing' the

Licensing of intellectual property is often considered in three broad

HOW DO COMPAN IES BECOME

Only companies that continue to provide better products and services at

drivers of economic growth: land, labor and capital, are no longer

Technology means many things to many people. The Merriam-

Such technology may be acquired either through research and