International Negotiations

4 

 1.11 

Trainees study the agenda to make sure they understand all the words and to predict 

some of the missing information. Then play the recording for trainees to complete the agenda 

and check their answers against the completed agenda on page 64. Discuss with the class 

the usefulness of going through the agenda in this way, i.e. have any trainees changed their 

minds about the question in exercise 1 after hearing this example?

Background notes

•  Under a licensing agreement, the licensor typically owns some intellectual property 

(e.g. a patent, a trademark or copyrighted materials). The licensee pays the licensor for 

the right to use that intellectual property. There may be different licensees in different 

countries/markets. A key issue in licensing agreements is exclusivity: will the licensee 

hold the only licence for the intellectual property in a particular market (a sole licensee), 

or one of many? Obviously, an exclusive license is much more valuable.

•  The scope of a license determines how widely it applies, both in terms of geographical 

area and also in terms of exactly what it covers.

•  The term of a licence is its duration in time.

•  Remuneration simply means payment. It can come as a lump sum (i.e. all at once) or as 

a staged payment.

•  A milestone is an important stage in a process, determined either by actions (e.g. the 

official launch of the product) or results (e.g. a million sales).

5 

Trainees work in pairs to compare their answers and to discuss their understanding of the 

points in the agenda (see Background notes above).

6 

Go through the answers to exercises 4 and 5 with the class.