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In biotechnology, products negotiations are imposed by the intangible component associated to them, which can be either due to the strength of the patent, its novel technology or the fact that these concern research and development projects, at the different stages of development of a biotech product. This paper covers some general topics on negotiations that are included in any process: negotiation stages, strategies, principles and settings. An explanation is also given on the negotiation of intangible assets: patents, trademarks, technologies and commercial rights, the meaning of upfront fees and royalties on sales. The results of the analysis of a sample of the negotiations in BioCubaFarma (the Cuban biotechnology and pharmaceutical industries group) with intangible assets are given and compared to another study of a sample representing more than 1500 negotiations of biotechnology companies occurring between 1998 and 2003. The conclusions of the comparison show that the upfront fees in this sector are in the same range as the international negotiations of the study taken as a reference. In the case of royalties, the average percentage is very close to the international mean. The analyses show that within the negotiations associated with intangible assets in BioCubaFarma there is a prevalence of licensing agreements for co-development and subsequent marketing, followed by distribution agreements. Finally, the most frequently used business models in the Cuban biotechnology industry are described. [ABSTRACT FROM AUTHOR]

The High Tech Enterprises (HTE) are playing an increasingly significant role in the economy, generating a substantial amount of intangible assets which are a significant part of the whole enterprise portfolio. In Cuba, the Biotechnology sector group a number of HTEs with intangible assets of great value in the context of the globalize market. Therefore, it is necessary to draw theoretical and practical frameworks for the negotiation of biotechnological products and their related intangible assets, and, particularly, to develop methodological tools for their adequate negotiation process. For that purpose, a documentary analysis followed by an expert survey was conducted to identify how much attention and the relevance that intangible assets received during the negotiations in HTEs at the BioCubaFarma biopharmaceutical enterprise. There was evident the lack of a standardized evaluation tool and a negotiation methodology for intangible assets. In this work, a new methodology for the valuation and negotiation of the intangible assets is presented. It was prepared by theoretical review of the literature available and designed by including the calculation methods, parameters and indicators required for their negotiation, and their adequate values and ranges both at pre-marketing and marketing commercialization stages. This work granted the Annual Award of the National Academy of Sciences of Cuba for the year 2015. [ABSTRACT FROM AUTHOR]