和解谈判-ipkey.ppt

Settlement Negotiations in Intellectual Property (IP)知识产权（IP）和解谈判 Heinz Goddar 汉斯·戈达 Boehmert Boehmert 博默特 博默特事务所 A single person may not be enough 一个人可能不够 Whether single negotiator or multiple negotiators, overall expertise must cover all aspects of conflict to be solved 无论谈判者为一人还是多人，都应具备对待解决冲突的各方面的专业知识 Additional financial expertise in negotiating team sufficient 谈判团队最好还要有财务专家 Sufficient decision making power in negotiating team advisable 谈判团队最好能够有足够决定权。  Preparation for Negotiation 谈判准备 Conflict areas to be defined 确定冲突领域 Maximum position to be defined 确定最高姿态 Minimum position to be defined 确定最低姿态 “Middle ground” to be defined 确定”中间立场“ “middle ground” should consider interrelation between legal and financial positions ”中间立场“应该考虑到法律及财务立场之间的关联   Negotiation Strategies谈判策略 Hard way approach 强硬的方式 Soft way approach 委婉的方式 Medium approach 折衷的方式 Hard Way Approach强硬的方式 Principle: Full win at all cost 原则：不惜一切代价全力取胜 own goals to be reached to 100% 100%达到自己的目标 Not suitable if win-win situation to be achieved 不适合达到双赢的结果 parties may leave negotiations with a bitter feeling, making further cooperation impossible 各方可以在谈判桌上不欢而散，无法进行进一步合作  Soft Way Approach委婉的方式 Primary goal is win-win situation 主要目标是达到双赢 Compromise sought for under all circumstances, irrespective of costs 在任何情况下都要找到折衷的方案，不惜一切代价 Danger: Too soft party may be “pulled over the table”, with bitter feeling thereafter 危险：过于委婉的一方可能会失去自己的立场，并有苦难言 Medium Approach 折衷的方式  Win-win result is goal, but not at all costs 双赢是主要目标，但不是不惜一切代价 Real interests of both parties have to be found out during negotiation 要在谈判中找到双方的真正利益 such “real interest” may be different from starting positions 此类”真正利益“可能与出发点不同 After identification of “real interests” balanced approach behind starting positions should and o