2. Plan of Discussion Negotiations: Win -Win Game What do you Negotiate With whom do you negotiate Negotiations Levels in Technology How to negotiate Examples : Global Warming

3. What is Technology? Lets find out

4. How did I learn? On te Job: Japan

5. What is Technology Negotiation Portfolio M1: Know how & suppliers M2: Material & suppliers M3: Manpower & sources M4: Finance & Financiers M5: Markets, sellers and servicing agents

6. How much do you? First Step What is that you give or take? What does he want?

7. Actors and Agencies in Technology National Level and Micro Level ( individual organisations/industry ) Different Priorities : Stage of development Win -Win requires :Understanding of interests of both parties

8. National Level National Innovation System

10. Important Points Purposes of activities in different segments are different Actors and agencies are different Policy regimes are different Technology requires linkages  So: Negotiations between segments: within the country If Internal Mismatch: Failure in Negotiations with outside

11. Stages of Development Technology Collaboration Agenda Which Segment gets emphasised ? Depends upon: Political & Economic Environment Example of Negotiations between India and Japan over time Extrapolate to other country( countries)

12. What do they Negotiate (Lower Segment) Human Resources (all types ) Improved Support for Technical education Internship Programmes Exchange Programmes Forum: UNESCO and UNDP Visa restrictions & Free Flow of Professional Services: Forum: WTO Agreement on Trade in Services

13. Technology Innovations Middle Segment( National ) WTO’s Agreement on Trade -Related Aspects of Intellectual Property Rights(TRIPS) Patents Support for Collaboration between Public Sector R & D for Global Public Good (Agriculture, Health, Environment, Global Warming) Negotiation Issue Modifications in Patent rights

14. Emerging Issues R & D Units of Foreign Companies Internal Negotiating issue: How do we get spin-off R & D capabilities Employee embodied knowledge Issue: Trade secret laws & freedom to Changing of jobs Restrictions on Reverse Engineering

15. Manufacturing/Industry/ Services Upper Segment Main Actors Commerce /Industry/Service Actors Starting Point: Dealing Organisation

16. Negotiating at Organisational Level First Step What is that you have: say technology What does technology mean to him?

17. Technology: The user organisation’s view What does user organisation do? It produces products or delivers services It wants to expand its user or adopters base

18. What all goes into Production? Machine/Know How: M1 Material & Energy: M2 Manpower/management M3 Money M4 Market/Users M5

19. Corporate has to synchronise Ms

20. How does corporate organise

22. Issues for Negotiations Trips Covers: Copyrights: Imprt. For Entrainment Industry Trade Marks: Marketing Geographical indicators: Food/ Wines etc industry Industrial Designs: Products/ Commoditisation Patents: Industrial Manufacturing/ Pharmaceuticals Lay Out Designs: Software Industry Undisclosed Information: Human Mobility

23. Tips on how to negotiate Win - win conditions: Know your situation and that of the other party ( Your objective and their objective) Consult all stake holders within: Team/ Trade Association ( Example ) Try to focus on Specific Issues Cultural differences : often country/ organisation specific Socialisation is important

24. Case Study Global Warming

25. Green House Gases Greenhouse gases include ozone, carbon dioxide, methane, nitrous oxide, fluorocarbons

26. Kyoto Protocol Countries voluntarily decided: Bring down the level of carbon emitted by each to early 1990s levels.

27. Green House Gases Reduction by Adopting new technology or Improving the existing technology Aim: To attain the new norms for emission of gases.

28. Case study What issues were involved? With whom did they interact ? What were the key features ? What lessons will you draw?