IDENTIFYING FACTORS INFLUENCING THE PRICE OF TECHNOLOGY LICENSES: A FRAMEWORK GROUNDED IN NEGOTIATION RESEARCH

This paper focusses on the issue of pricing in technology licensing transactions, by developing a framework grounded in negotiation research which identifies the factors affecting the price of a technology license. The different components of the framework are illustrated by using several examples of technology licensing deals from the bio-pharmaceutical industry. The paper contributes to licensing research by shedding light on the mechanisms underlying the formation of price in the market for technologies. It has also interesting practical implications because it helps licensing managers and chief technology officers gain an overarching view on the pricing of technology license, which will hopefully help them in this delicate stage of the licensing process.