Negotiating Different Perspectives: One End Goal

Academic and industry partners who work in tandem can push the boundaries of research, development, and commercialization. Companies seek collaborative relationships that will provide them with a commercial advantage, better allowing them to perform in a competitive environment.  However, negotiating sponsored research agreements that balance university and industry interests can be challenging, particularly when the company has a customer-supplier viewpoint. Contract terms such as intellectual property (IP) ownership, pre-negotiated licensing terms, confidentiality of results, publication review and approval, and indemnification provisions are important issues to consider. Flexible negotiation of the contract is required in order to balance both parties’ interests as there may be unrealistic expectations concerning IP and timelines from both entities. In addition, the success of such collaborations may not be easily quantified in traditional academic terms.