The Licensing Executives Society (LES) holds negotiation skills workshops over two days that cover topics like identifying opposing interests, assessing negotiation outcomes, adjusting strategies for different personalities, maintaining leverage, and differentiating real and perceived negotiating power. The workshops also include a six-hour case study and are open to professionals like attorneys, patent sellers and buyers, and other office employees. The most recent workshop was in October and more information can be found on the LES website.

1. An Overview of the LES
Negotiation Skills Workshop
By: Steve Kanzer

2. An Overview of the LES Negotiation Skills Workshop
Steve Kanzer has led Accredited Ventures, Inc., in New York City as chairman and chief executive
officer since 2001. When he is not driving daily operations for the life science venture capital group,
Steve Kanzer maintains memberships with organizations, such as the Licensing Executives
Society.

3. An Overview of the LES Negotiation Skills Workshop
The Licensing Executives Society (LES) holds a number of special programs and educational
courses over the course of the year, including the negotiation skills workshop. The LES negotiation
skills workshop addresses a wide range of topics over the course of two days, from tactics for
accurately identifying an opposing party’s interests to tips for objectively assessing the outcome of
a negotiation. Additional aspects of the course include adjusting negotiation strategies for different
personality types, how to achieve and maintain leverage, judging progress over the course of
negotiations, and differentiating between legitimate and faux negotiating power. The course also
features a six-hour case study spread over two days.

4. An Overview of the LES Negotiation Skills Workshop
The LES negotiation skills workshop is open to an array of professionals, including, but in no way
limited to, junior attorneys and patent sellers and buyers. The course is also recommended to any
employee working in a traditional office environment. The most recent negotiation skills workshop
was held in October. To learn more about the program or to register for upcoming LES workshops,
please visit the organization online at www.lesusacanada.org.