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Are Case Predictions Part of the Hypothetical Negotiation?

By Michael D. Billok

Some time ago, in a nondescript conference room chosen for its convenience, two parties negotiated a license. On one side of the long oak table sat the patentee; on the other, the infringer. “Okay,” said the patentee, “I know everything about the product you want to sell, and you know everything about my patent. We agree that your product infringes and that my patent is valid, so we've agreed on an amount you will pay me to use my patent. But before we go any further, I have one question: Do we agree that if we went to court, I would most certainly win?”

The conference room does not exist, however, and the preceding discussion never took place. In reality, the accused infringer instead sold the product in question without obtaining a license from the patentee, who accordingly brought a claim for patent infringement. The jury declared the patent valid and infringed, and the court is now pondering the amount of damages to award. But it does not have “hard numbers” to work with; the patentee did not present evidence of lost profits or established royalty rates from other license agreements. Forced to develop an alternative method of determining damages, the court thus imagines the meeting described above: the “hypothetical negotiation.”

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