In 2026, this workshop shifts the focus from contract wording (see 2025) to the negotiation table itself. We’ll help SMEs and startups become more confident and better prepared negotiators by showing the range of possible licensing structures and payment options.
Special attention goes to cashflow-friendly solutions for young companies, what is (and isn’t) realistic to negotiate, and how to balance risk, flexibility, and value.
We will also look at how to build the right negotiation team, define a clear single point of contact, and use body language effectively during discussions.
The goal: give you concrete tools and scenarios so you can enter licensing talks with a clear strategy instead of just accepting the first proposal.