I define a technology deal as a partnering and/or licensing arrangement in which one organization gains access to a technology controlled by another.  The technology is, by my definition, not yet commercialized and often not yet realized as part of a product.  It is frequently being offered by an academic institution, emerging enterprise or solo inventor.

     Getting such deals done is a dicey business (and a substantial challenge to an advisor to either party).   In my experience there are usually two major roadblocks.  First, the attitudes and knowledge bases of each party are almost always very different from the other.  Second, there's the knotty problem of agreeing on value.  These and other roadblocks can, with some difficulty, be overcome if both "seller" and "buyer" remember a few fundamentals along the way.  Here are my thoughts on the subject.

     Just keep the interests of the other party firmly in mind throughout the process, and behave accordingly.  A better outcome for both parties is the likely result.