To: AIB-L
Responding to Prof. Manish Srivastava's e-mail:
One of the key issues of our time, especially for business in emerging nations, is process of valuing technology (knowledge and IP) transferred by one alliance partner to another, and then negotiating the compensation paid to the technology-supplying partner.
I have been using my Metro Corporation Case (enclosed) quite successfully in our China program. It is about a CAD software package developed by a large company for its own design use, but the software confers on any user advanced design capabilities. The question then is: "When licensing the software to other users/allies/licensees what compensation should the technology developer get from each ally?"
A negotiation and valuation framework that calculates Benefits and Costs for both partners may be found in Table 3 of "Valuing Intangible Assets and Corporate Knowledge: Some General Principles," Knowledge and Process Management," Volume 7, No. 4, October 2000.
Instructors interested in the case can contact me for further details
Best
Farok
Prof. Farok J. Contractor
Department of Management and Global Business
Rutgers Business School
Rutgers University
1 Washington Park
Newark, New Jersey 07102-1897, USA
WEB PAGE: http://www.business.rutgers.edu/faculty-research/directory/contractor-farok
farok@andromeda.rutgers.edu
Recent Book: Global Outsourcing and Offshoring (Cambridge University Press)
http://www.cambridge.org/gb/knowledge/isbn/item5562690/?site_locale=en_GB