A National Health Research Institute, UK

The objective of the task was to assist the life sciences organisation Grant Management Group (Government Measurement Group (GMG) to acquire skills and capability in the area of negotiation. Negotiation skills are important to the Government Measurement Group (GMG) as their role includes the targeting of commercial outcomes from the research funded by the health research institute. In this role the GMC are required to facilitate and direct the recipients of grant funding to pursue commercialisation opportunities, but challenges are encountered in achieving alignment of objectives and agreeing terms acceptable to the Government Measurement Group (GMG).

To help address these challenges, and provide the Government Measurement Group (GMG) with an appropriate toolkit, Oxford Oracle, working with Analyticum delivered a 2-day workshop on negotiation. Key topics included - styles of negotiation and how to negotiate with universities around IP. Key activities included - the two-dollar game, which highlights how strategy is influenced by context, and a negotiation role play around a licensing deal.

Positive feedback. Further follow up is needed to ascertain how useful the training was for the client.