Patent Licensing Negotiation

专利许可谈判

An inventor or company with a patented technology engages in negotiations with another entity interested in licensing the patent for commercial use, discussing terms, royalties, and scope of the license.

拥有专利技术发明人或公司与对许可该专利用于商业用途感兴趣的另一实体进行谈判，讨论许可条款、版税和许可范围。

对话

聆听并跟进对话

1

Licensor Representative (Male)

Good morning, Sarah. Thanks for coming. As you know, we're very interested in exploring a licensing agreement for your AI-powered diagnostic platform.

早上好，莎拉。谢谢你过来。如你所知，我们对授权使用你们的AI诊断平台非常感兴趣。" Salmonella Salmonella "

2

Potential Licensee (Female)

Good morning, Mark. It's a pleasure to be here. We believe our platform holds significant potential for your market segment, especially with its accuracy rates.

早上好，马克。很高兴能来这里。我们相信我们的平台在你们的市场领域具有巨大潜力，特别是其准确率。

3

Licensor Representative (Male)

Indeed. We've been impressed. Let's discuss the core terms. Firstly, regarding the scope of the license, are you envisioning an exclusive or non-exclusive arrangement?

确实。我们印象深刻。我们来讨论核心条款。首先，关于许可范围，你们是设想独占性还是非独占性安排？

4

Potential Licensee (Female)

Ideally, we'd prefer an exclusive license for the North American market, at least for the initial term, to really commit our resources to its market penetration. However, we're open to discussing a non-exclusive model if the royalty structure reflects it.

理想情况下，我们希望获得北美市场的独占许可，至少在初始期限内，以便我们全力投入其市场渗透。但是，如果版税结构能够体现出来，我们也可以讨论非独占模式。

5

Licensor Representative (Male)

An exclusive license for North America is a significant ask. That would naturally impact the upfront fee and royalty percentage. What are you thinking in terms of royalty rates for a non-exclusive deal?

北美独占许可是个很大的要求。这自然会影响预付款和版税百分比。对于非独占交易，你们设想的版税率是多少？

6

Potential Licensee (Female)

For a non-exclusive arrangement, we were considering a tiered royalty structure, perhaps starting at 3% for the first $10 million in sales, graduating to 2% beyond that. And a one-time upfront payment of $500,000.

对于非独占协议，我们考虑分级版税结构，例如前1000万美元销售额收取3%的版税，超出部分则为2%。此外，一次性预付款为50万美元。

7

Licensor Representative (Male)

That's an interesting proposal. The tiered approach is something we can explore. However, the upfront payment is a bit lower than we anticipated for a technology of this caliber. We were thinking closer to $1 million, given the development costs and proven efficacy.

这是一个有趣的提议。分级方式我们可以探讨。然而，考虑到开发成本和经验证的功效，预付款比我们对这种水平技术的预期要低一些。我们认为应该接近100万美元。

8

Potential Licensee (Female)

We understand your position. Perhaps we could meet in the middle on the upfront fee, say $750,000, and then revisit the royalty tiers at a slightly higher base, perhaps 3.5% for the first tier? This would reflect our confidence in scaling your technology.

我们理解您的立场。也许我们可以在预付款方面折中一下，比如75万美元，然后将版税分级的基础略微提高，例如第一级为3.5%？这会反映我们对扩展您技术的信心。

9

Licensor Representative (Male)

That's a point of negotiation we can work with. Let's also clarify the term of the license. Are you looking for a five-year initial term with renewal options?

这是一个我们可以就此谈判的焦点。我们还需要明确许可期限。你们是希望最初五年，并可选择续约吗？

10

Potential Licensee (Female)

Exactly, a five-year initial term with an automatic renewal clause contingent on meeting certain performance milestones. We want to ensure a long-term partnership.

没错，五年初始期限，并附带自动续约条款，但需满足一定业绩里程碑。我们希望确保长期合作关系。

11

Licensor Representative (Male)

Good. This gives us a solid foundation for the draft agreement. My team will incorporate these points and send over a term sheet by the end of the week for your review.

好的。这为我们的协议草案奠定了坚实的基础。我的团队将把这些要点纳入其中，并在本周末前发送一份条款清单供您审阅。

12

Potential Licensee (Female)

Perfect. We look forward to reviewing it. Thank you for your time, Mark.

太好了。我们期待审阅。谢谢您的时间，马克。

词汇

对话中的必备词汇和短语

licensing agreement

A legal contract that allows one party to use another's patented invention or technology for a fee, common in business deals like this negotiation.

一种法律合同，允许一方付费使用另一方的专利发明或技术，在像本次谈判这样的商业交易中很常见。

exclusive

Meaning only one person or company has the right to use something, like a patent, which gives them full control in a specific area.

含义：只有一个人或公司有权使用某物，如专利，这赋予他们在特定领域完全控制权。

non-exclusive

Allowing multiple parties to use the same patent or technology, which is less restrictive but may mean lower fees.

允许多个方使用相同的专利或技术，这较少限制，但可能意味着较低的费用。

royalty

A percentage of sales paid to the patent owner for using their invention, often discussed in licensing talks to share profits.

为使用其发明而支付给专利所有者的销售百分比，通常在许可谈判中讨论以分享利润。

upfront fee

An initial payment made at the start of an agreement, before any sales begin, to cover development costs.

在协议开始时，在任何销售开始之前，为覆盖开发成本而进行的初始支付。

tiered structure

A system where rates or fees change based on levels, like higher percentages for lower sales volumes, used in royalty deals.

一种费率或费用根据级别变化的系统，例如低销量对应更高百分比，用于版税协议。

milestone

A key achievement or goal that must be met, such as sales targets, which can trigger renewals in contracts.

必须达成的关键成就或目标，例如销售目标，可触发合同续订。

term sheet

A document summarizing the main terms of a deal before the full contract is written, used to outline negotiations clearly.

一份在完整合同撰写前总结交易主要条款的文件，用于清晰概述谈判。

关键句型

需要记住和练习的重要短语

We're very interested in exploring a licensing agreement for your AI-powered diagnostic platform.

This sentence politely expresses interest in a business opportunity using 'exploring' to suggest discussion. It's useful in negotiations to start positively; note the gerund 'exploring' after 'in' for ongoing actions.

这个句子礼貌地表达了对商业机会的兴趣，使用“exploring”来建议讨论。在谈判中开始积极很有用；注意“in”后的动名词“exploring”用于持续动作。

Firstly, regarding the scope of the license, are you envisioning an exclusive or non-exclusive arrangement?

This asks about key terms clearly, using 'regarding' for 'about' and 'envisioning' for imagining a plan. Great for business talks to clarify options; it's a yes/no question with alternatives.

这清楚地询问了关键条款，使用 'regarding' 表示 'about'，'envisioning' 表示想象一个计划。在商业会谈中澄清选项很棒；这是一个带有备选方案的 yes/no 问题。

Ideally, we'd prefer an exclusive license for the North American market, at least for the initial term.

Here, 'ideally' softens a strong preference, and 'we'd prefer' is conditional for suggestions. Useful in negotiations to state wants without demanding; 'at least' shows flexibility.

在这里，“ideally”软化了强烈的偏好，“we'd prefer”是对建议的条件表达。在谈判中用于表达愿望而不强求；“at least”显示灵活性。

That would naturally impact the upfront fee and royalty percentage.

This explains consequences logically with 'naturally impact' meaning 'of course affect.' Helpful for justifying positions in talks; uses simple present for general truths.

这以逻辑方式解释了后果，其中 'naturally impact' 的意思是 '当然影响'。有助于在谈判中证明立场；使用简单现在时来表示一般真理。

For a non-exclusive arrangement, we were considering a tiered royalty structure.

This proposes an idea using past continuous 'were considering' to show thought process. Practical for suggesting terms; introduces specifics like 'tiered' for structured deals.

这提出一个想法，使用过去进行时 'were considering' 来展示思考过程。实用于建议条款；引入如 'tiered' 这样的具体细节，用于结构化交易。

Perhaps we could meet in the middle on the upfront fee.

A common compromise phrase with 'perhaps' for politeness and 'meet in the middle' meaning find a halfway point. Essential in negotiations to suggest balance; modal 'could' softens the request.

一个常见的妥协短语，使用'perhaps'以示礼貌，'meet in the middle'意为找到一个中间点。在谈判中建议平衡至关重要；情态动词'could'软化了请求。

This gives us a solid foundation for the draft agreement.

This summarizes progress positively with 'solid foundation' as a metaphor for strong base. Useful at meeting ends; present simple 'gives' for current benefit.

这积极地总结了进展，使用“solid foundation”作为坚实基础的隐喻。在会议结束时有用；使用一般现在时“gives”来表示当前益处。

We look forward to reviewing it.

A professional closing expressing anticipation with 'look forward to' plus gerund. Common in business emails or talks to end positively; shows eagerness without pressure.

使用 'look forward to' 加动名词表达期待的专业结尾语。在商务邮件或谈话中常见，用于积极结束；显示热情而不施压。