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Research And Development Project Valuation And Licensing Negotiations At Phytopharm Plc, Pascale Crama, Bert De Reyck, Zeger Degraeve, Wang Chong
Research And Development Project Valuation And Licensing Negotiations At Phytopharm Plc, Pascale Crama, Bert De Reyck, Zeger Degraeve, Wang Chong
Zeger Degraeve
We describe a research and development project-valuation model developed for Phytopharm plc, a pharmaceutical development and functional food company based in Cambridgeshire, United Kingdom. Phytopharm uses the model to value the projects in its research and development portfolio, and in licensing negotiations with potential product development and marketing partners. We include different valuation methods, including net present value, decision analysis, and Monte Carlo simulation. We also consider the technological risks of product development, as well as the uncertainty of commercial success. In addition to determining a value for a product in development, the model proposes appropriate licensing contract structures. A …
Institutionalization And Negotiations In Organizations, Pamela S. Tolbert, Jeffrey B. Arthur
Institutionalization And Negotiations In Organizations, Pamela S. Tolbert, Jeffrey B. Arthur
Pamela S Tolbert
Most research on organizational negotiations has concentrated on factors that affect negotiating outcomes, given some predefined problem or issue. In contrast, this paper focuses on the institutionalization of negotiations, or the process through which social definitions of negotiating issues, procedures and outcomes emerge and are accepted by participants as legitimate boundaries of negotiation. A two-stage model of the institutionalization process is proposed and a number of factors affecting the process at different stages are discussed. Historical and contemporary evidence from labor relations in the U.S. steel industry is used to illustrate these arguments. The implications of institutionalization for further research …
Service-Learning And Negotiation: Engaging Students In Real-World Projects That Make A Difference, Amy Kenworthy-U'Ren
Service-Learning And Negotiation: Engaging Students In Real-World Projects That Make A Difference, Amy Kenworthy-U'Ren
Amy L. Kenworthy
In recent years, the normative approach to teaching negotiation (i.e., using a combination of lectures, case discussions, and simulation exercises) has been under scrutiny. Calls for change stem from the need to increase the "real-world" applicability of our courses. The author presents service-learning as a potential pedagogical solution. In doing so, she addresses the fit between service-learning and recent calls for change in teaching negotiation; discusses issues related to student learning, course design, and faculty member involvement; and provides sample reflections from past service-learning negotiation students.
Service-Learning And Negotiation: An Educational "Win-Win", Amy L. Kenworthy
Service-Learning And Negotiation: An Educational "Win-Win", Amy L. Kenworthy
Amy L. Kenworthy
Negotiation is one of the most popular elective business courses offered across tertiary educational programs today. Yet, in many undergraduate and graduate programs, the "practice" of negotiation takes place solely through role-plays and simulations. The purpose of this article is to provide a "how to" template for negotiation instructors who are interested in extending their students’ experiences beyond the sole use of in-class role-plays and simulations into the real world. The project described in this article is a semester-long, undergraduate service-learning group consulting project that has been used and refined over an 8-year period.
But Can I Trust Her? Gender And Expectancy Violations In Negotiation, Mara Olekalns, Carol Kulik, Dasha Simonov, Carolyn Bradshaw
But Can I Trust Her? Gender And Expectancy Violations In Negotiation, Mara Olekalns, Carol Kulik, Dasha Simonov, Carolyn Bradshaw
Mara Olekalns
Women who negotiate incur social backlash, being perceived as more pushy and demanding than women who do not negotiate. In two experiments, we test the boundary conditions for this backlash effect. Using a simulated employment contract negotiation, we explore how the strategies that women use, who they negotiate with (E1) and the organizational context within which they negotiate (E2) affects one social outcome, women’s perceived trustworthiness. We compare the how men and women evaluate the use of a gender-congruent accommodating style or a a gender-incongruent, competing style (E1) in either an agentic or a communal organizational culture (E2). In both …
Turning Points In Negotiation, Daniel Druckman, Mara Olekalns
Turning Points In Negotiation, Daniel Druckman, Mara Olekalns
Mara Olekalns
This manuscript will appear as a "State of the Art" Commentary about turning points in negotiation