Licensing: The International Sale of Patents and Technical Knowhow

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This book is designed to take the reader through the maze of activities necessary for the successful selling of technical expertise internationally. It provides a comprehensive review of licensing for the practitioner: how and where licensing is used, the kinds of business supported, the opportunities, the problems and their solutions, together with other relevant issues. After Part 1, which summarizes current usage, Part 2 examines the strategic aspects of licensing as a method of operating outside the home country; the relevant decisions are listed as are other options such as investment and franchising. In Part 3 the authors turn to legal and political issues and include a specimen agreement. Part 4 deals with the managerial issues - including organizing, planning, financing, marketing and staffing - and concludes by examining the vexed question of relationships between licensor and licensee. Part 5 looks at special considerations for particular nations and regions (including the developing world) while Part 6 summarizes and looks to the future. The result is a comprehensive and up-to-date view of the issues and questions that face the licensing executive, together with practical guidance on dealing with these issues effectively.
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Editorial Reviews

A comprehensive review of licensing for managers who have responsibility for determining and implementing international licensing: how and where licensing is used, the kinds of businesses supported, the opportunities, the problems and their solutions, and other relevant issues. The volume is divided into seven parts: executive summaries; business strategy, legal and political issues; managing the licensing agreement; licensing in specific countries and regions; present and future--the professional licensing executive; and appendices (definitions, publications, organizations). Distributed by Ashgate. Annotation c. Book News, Inc., Portland, OR (
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Product Details

  • ISBN-13: 9780566074615
  • Publisher: Ashgate Publishing, Limited
  • Publication date: 6/16/2005
  • Pages: 423

Table of Contents

List of Tables
List of Figures
List of Case Examples (notes on the use of case examples in this book and where to find them)
Briefing (summary of the purpose of the book)
Service to readers (offer by authors to respond to enquiries)
How to use this book
Pt. 1 Executive Summaries 1
1.1 The global sale of knowhow 3
1.2 Guidelines for licensors 11
1.3 Guidelines for licensees 19
1.4 Guidelines for governments and international organizations 23
1.5 Licensing agreements 29
1.6 Background: the most common uses of intellectual property protection, some myths dispelled 35
Pt. 2 Business Strategy 43
2.1 International licensing: its relationship to other business strategies 45
2.2 Licensing: the decisions 67
2.3 Related means of selling knowledge 83
Pt. 3 Legal and Political Issues 89
3.1 Intellectual property rights 91
3.2 Regulations and services (government and private sector) 117
3.3 Drafting an agreement 131
3.4 The political background 137
3.5 A typical technology transfer agreement based on knowhow and a trademark 145
Pt. 4 Managing the Licensing Agreement 157
4.1 Organization and communication 159
4.2 Planning and controlling the licensing process 173
4.3 Finance, prices and costs 191
4.4 Marketing 207
4.5 Personnel and other services for licensor and licensee 235
4.6 The relationship between the licensor and the licensee 249
Pt. 5 Licensing in Specific Countries and Regions 257
5.1 The industrialized countries (including the European Union) 261
5.2 Some regional and international organizations 281
5.3 Developing and former communist countries 287
Pt. 6 Present and future: The Professional Licensing Executive 335
6.1 The state of the art 337
6.2 Problems and errors 339
6.3 Prospects 345
Pt. 7 Appendices 369
7.1 Definitions 371
7.2 Publications 395
7.3 Organizations 401
Indexes 411
Index of subjects 413
Index of names 417
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