Over the past year of so, I have become friends with Victoria Pynchon, an accomplished California litigator and ADR expert. She is a great source of information for people seeking advice in the area of ADR and negotiation, whether IP or otherwise.
Victoria has just posted some information that I think will be of great use to any entrepreneur or start up that is seeking to sell their patent(s) to a larger entity. Except for very rare circumstances, these IP owners will be at a significant disadvantage in comparison to the company to which it seeks to sell. This post, entitled “More on Bargaining from a Position of Weakness” should be the first step before any small IP owner approaches the possible purchaser to help them understand how to succeed in the typically highly uneven bargaining process.