Negotiation Skills - Virtual Course

May 19 - 20, 2026

May 19 - 11:00 am - 1:00 pm EASTERN

May 20 - 11:00 am - 1:00 pm EASTERN

Please note: We do not provide recordings of our professional development courses - attendance is expected.

CLP Training:

• Domain 4

NEGOTIATION 301

Level: Advanced - More experience required, typically > 3 years.

Description:

This course builds on concepts introduced in our IP Negotiation Basics course, bringing your awareness and skills to the next level. This level goes deeper into tactics used and abused, and how to leverage interests through effective communication to drive mutually agreeable positions. Understanding these nuances is part and parcel of the art of negotiating effective, win-win license deals. Take your next step in your journey to becoming a master negotiator.

Modules:

• Interests and Positions
• Power and Leverage
• People and Teams
• Negotiating Tactics
• Dealing with Uncertainty
• Positive Roadmap to Negotiating
  

You will learn the following:

• To align both parties’ interests and positions to reach a win-win
• What it means to negotiate in good faith
• How to spot and deal with tactical plays and bad faith negotiators
• How to use leverage to offset power differentials
• How to leverage communication styles to build situational awareness

Recommended LES courses to take in advance or equivalent experience:

• Negotiation 201: IP Negotiation Basics
• Licensing 203: Due Diligence
• Licensing 201: Mechanics of a License

Recommended LES courses to take after:

• Licensing 202: Strengthening Your License - The Sequel to Mechanics of a License
• Valuation 201: Foundations in IP Valuation
• General 201: LES CLP Exam Review

Course Creators & Contributors:

Thank you to our course chair, past course chairs and content contributors who have developed and improved over time including:

• Gillian Fenton, CLP, Course Co-Chair
• Samuel Mercer, Course Co-Chair
• Jennifer Gottwald, CLP
• Chuck Neuenschwander, CLP
• Mark Shelley II
• Karen Temple
• Jeffrey Whittle, CLP

Pricing

Member Rate - $299.00
Non-Member Rate - $399.00
Student Rate - $149.00

Group rates available for parties of 3 or more. Contact education@les.org for information. 

CANCELLATION and REFUND POLICY:

No refunds will be granted for this education session.

LES regrets that refunds will not be given for no-shows.

A transfer of your full registration to another individual is permitted prior to the course by submitting written request to education@les.org. The individual submitting the transfer request is responsible for all financial obligations (any balance due) associated with that substitution. Funds from this program cannot be transferred to another education session without prior management approval.

EMAIL CONSENT:

By registering for this event, you permit LES to use your email address to communicate with you regarding LES events and their other services. You will have the ability to unsubscribe from these communications going forward.

PHOTOGRAPHY CONSENT:

By registering for this event, you permit LES to use photographs of you with or without your name and for any lawful purpose, including for example such purposes as publicity, illustration, advertising, and web content.