The NDA Maximizer
IP Counsel who insists on maximally restrictive NDAs for every interaction, including casual vendor conversations.
12 min
Duration
About this persona
Andrew Kim is excellent at protecting intellectual property. He is also unable to calibrate the level of protection required to the nature of the interaction. Every conversation with an external party requires a comprehensive NDA with maximum terms, regardless of whether any actual IP is being shared. This creates friction in every business relationship and kills exploratory conversations before they can start. Getting a proportionate agreement out of Andrew requires someone who can help him see that the NDA is a tool with a calibrated use, not a universal answer.
Scenario
You are a business development director or senior partnership lead. Andrew is IP Counsel -- he supports your function but doesn't report to you. You have a call scheduled with a potential technology partner and Andrew is blocking it with a full 5-year mutual NDA requirement, before you have even determined if there is a fit. You need to get him to a proportionate agreement that allows the exploratory conversation to happen.
Skills tested
- calibrating a risk-averse expert
- proportionality framing
- finding the underlying concern
- practical negotiation
- protecting the relationship with the expert
What you'll practice
- How to engage a technical expert without undermining their expertise
- How to find the legitimate concern underneath a maximalist position
- What proportionality sounds like when explained to a protection-focused professional
- How to get a yes without making someone feel their concerns were dismissed
Personality traits
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