【正文】 duration 國(guó)際許可 ?技術(shù)許可的主要模式 ?發(fā)明者－公司 ?公司－公司 ?交叉許可 ?公司內(nèi)許可 ?優(yōu)點(diǎn)與缺點(diǎn)： 現(xiàn)有技術(shù)的額外利潤(rùn) 存在障礙情況下的市場(chǎng)準(zhǔn)入 政治風(fēng)險(xiǎn)低 高技術(shù)行業(yè)的零配件銷售 缺乏控制和責(zé)任管理 可能使品牌或公司名譽(yù)受損 可能造成來(lái)自被許可者的競(jìng)爭(zhēng) 較低的許可費(fèi)和較短的協(xié)議期限 International Licensing TECHNOLOGY SUPPLY COUNTRY TECHNOLOGY RECEIVING NATION C Sunk costs Research and development of this technology Time: In the past C General administrative headquarters overheads ?IN running a global operation ?Amortization of costs of failed Ramp。 D) 技術(shù)價(jià)格談判 基于回報(bào)率的 L S L P ( 技術(shù)供方占技術(shù)受方利潤(rùn)的份額 ) : 3 5 : 1 或利潤(rùn)的 2 0 % 3 0 % 基于普遍接受的數(shù)字的 L S L P : 聯(lián)合國(guó)工業(yè)開(kāi)發(fā)組織（ U N I D O ） 1 6 % 2 6 % , 應(yīng)該不超過(guò) 3 0 % 許可協(xié)會(huì) 2 5 % 美國(guó) 1 0 % 30% 賣方的定價(jià)原則 1 . 收回直接成本 ( 聯(lián)合國(guó)跨國(guó)公司中心 : 8 % 1 4 % ) 2 . 收回部分沉沒(méi)成本和機(jī)會(huì)成本 : 多種 3 . 從增加值扣除一個(gè)百分比 P = b1C 直接 + b2C 沉入 + b3C 機(jī)會(huì) + b4R P 下限 ( 賣方 ) = C 直接 + b3C 機(jī)會(huì) P 上限 ( 賣方 ) = M i n { R , P 競(jìng)爭(zhēng)者 , C 研發(fā) ) Technology Price Negotiation ?Buyer’s pricing principles: ?The total cost of acquiring technology should be lower than the buyer’s Ramp。 買方的定價(jià) P上限 (買方 ) = Min {C研發(fā) , R, P競(jìng)爭(zhēng)者 } P下限 (買方 ) = 賣方的直接成本 Technology Pricing Licensor Ceiling: Minimum of (1) Present value of licensee’s incremental profits from use of technology (as estimated by licensor)。 or (4) Present value of costs of patent infringement or other illegal acquisition of the technology. Floor: Present value of licensor’s transfer costs (as estimated by licensee). Bargaining Range 技術(shù)價(jià)格談判 許可者 上限 : 至少是 (1) 被許可者通過(guò)使用該技術(shù)增加的利潤(rùn)的現(xiàn)值 (按許可者的估計(jì) )；或 (2) 被許可者從別處獲得同樣技術(shù)的成本現(xiàn)值 (按許可者的估計(jì) )。 可討價(jià)還價(jià) 的范圍 Technology Price Negotiation ?Determinants of Compensation ?Agreement specific ? Duration of the contract ? On the licensee’s use of technology ? Grant back, etc. ?Environment specific ? Level of petition among alternative suppliers ? Licensee government’s control ? Business risk 技術(shù)價(jià)格談判 ?報(bào)酬的決定 ?協(xié)議規(guī)定 ? 合同期限 ? 有關(guān)被許可者對(duì)該技術(shù)的使用 ? 回授，等。 Y t h e t o t a l y e a r s o f d e d u c t i o n 。 Y 減扣總年數(shù) 。 Licensing Agreement ?Dispute Settlement ?Jurisdiction and Arbitration ?Force Majeure ?Duration ?Licensee tend to demand longterm licenses ?Subject to the governing of national law ?Nature of IP ?Terms for termination ?Case Study: Analyzing Sample Agreements 許可協(xié)議 ?解決爭(zhēng)議 ?司法與仲裁 ?不可抗力 ?期限 ?被許可者傾向于要求長(zhǎng)期許可 ?受本國(guó)法律管轄 ?知識(shí)財(cái)產(chǎn)的性質(zhì) ?終止條款 ?案例研究 : 分析協(xié)議樣本 Tech Transfer and JV ?JV’s ability to bine the strengths, expertise, technology, and knowhow of separate businesses with a sharing of investment costs and risks ?Primary advantages: ? allows the participants to undertake potentially speculative and highrisk endeavors without exposing assets to unlimited liability ? Can define at the outset the extent to which each shall be liable for costs and how risks associated with the endeavor shall be allocated ?Drawback: ? Problems will develop in the decisionmaking process ? Requires continuing agreement between the JV partners as to the nature and scope of the enterprise 技術(shù)轉(zhuǎn)讓與合資企業(yè) ?合資企業(yè)可將各個(gè)企業(yè)的優(yōu)勢(shì)、專業(yè)技能、技術(shù)和知識(shí)結(jié)合起來(lái)，共擔(dān)投資成本和風(fēng)險(xiǎn) 。 Obligations ?By using the corporate form, the JV partners will have a welldefined set of basic rules with relatively certain operation that can be further refined by their shareholders’ agreement to meet the needs of the joint venture. ?Negotiating an International Tech JV ?The information Exchange Agreement ?The MOU or Letter of Intent ?Should not purport to bind either party to the JV 技術(shù)轉(zhuǎn)讓與合資企業(yè) ?合資企業(yè)的結(jié)構(gòu) ?有限責(zé)任 ?定義權(quán)力和義務(wù) ?通過(guò)這種組合形式，合資伙伴將擁有定義明確的、與特定的經(jīng)營(yíng)相關(guān)的一套基本規(guī)則，并通過(guò)他們的股東協(xié)議進(jìn)一步細(xì)化，以滿足該合資企業(yè)的需要。 [(PQ F vQ L PQ r) α + (L + PQ r)] (PQ F vQ L PQ r) ro y al t i es (1 t F ) (1 α ) (1 t E ) Arm ’ s le n g t h (L + PQ r) ( 1 t F ) (PQ F vQ L PQ r) l i cen s i n g (no eq u i t y ) (1 t E ) Onl y eq u i t y s h ari n g (PQ F v