NEGOTIATING COMPENSATION IN INTERNATIONAL LICENSING AGREEMENTS.

Franklin R. Root, Farok Contractor

Research output: Contribution to journalArticle

10 Scopus citations

Abstract

The authors present a normative model of licensing negotiations and compare it to actual practice in a sample of U. S. companies. Actual practice was measured both by a survey of managers and by statistical analysis of licensing agreements.

Original languageEnglish (US)
Pages (from-to)23-32
Number of pages10
JournalSloan Management Review
Volume22
Issue number2
StatePublished - Jan 1 1981

All Science Journal Classification (ASJC) codes

  • Medicine(all)

Fingerprint Dive into the research topics of 'NEGOTIATING COMPENSATION IN INTERNATIONAL LICENSING AGREEMENTS.'. Together they form a unique fingerprint.

  • Cite this