Dealmaking

Applying practical tools to the volatile process ofnegotiating Prognosticators apply Monte Carlo Analysis (MCA) to determine thelikelihood and significance of a complete range of future outcomes; Real Options Analysis (ROA) can then be employed to develop pricingstructures, or options, for such outcomes. Richard Razgaitis'Dealmaking shows readers how to apply these powerful valuationtools to a variety of business processes, such as pricing, negotiating, or living with a „deal,“ be it a technology license, and R& D partnership, or an outright sales agreement. Dealmakingdistinguishes itself from other negotiating guides not only bytreating negotiations as an increasingly common situation, but alsoby presenting a tool-based approach that creates flexible, practical valuation models. This forward-thinking guide includes avariety of checklists, case studies, and a CD-ROM with theappropriate software. Richard Razgaitis (Bloomsbury, NJ) is a Managing Director atInteCap, Inc. He has over twenty-five years of experience workingwith the development, commercialization, and strategic managementof technology, seventeen of which have been spent in thecommercialization of intellectual property.