Resumen

MARTINEZ DE CARRASQUERO, Cynthia; GONZALEZ GUTIERREZ, Marié  y  ROJAS DE MAVAREZ, Ligibhter. Negotiation and Technological Transfer in the University Productive Sector Relationship. Revista de Ciencias Sociales [online]. 2006, vol.12, n.1, pp.110-125. ISSN 1315-9518.

The objectives of this research were to characterize management actions utilized in technological negotiations and to identify the factors which affect modalities of technological transferral in the relational process between the university and the productive sector. It is based on descriptive-exploratory field research of a population representing 22 university dependencies in the University of Zulia. The research instrument was a questionnaire applied to directors of selected university dependencies that undertake these activities. Among the results related to management actions in bargaining we find commercialization, transference and distribution of university technology, and the formulation of technological contracts; as well as the development of learning strategies in negotiations and the promotion of certain business activities. These are the most outstanding activities as well as technological transferral (TT), technical assistance, consulting, training courses and advisory activities. Among the conclusions we find lack of knowledge in the negotiation of contracts and the search for external financing, as well as a lack of structural organization to negotiate. On the other hand, cumbersome bureaucratic university normative procedures and the absence of technological transfer policies are obstacles in the university-productive sector relation.

Palabras clave : Technological transfer; technological negotiation; university; productive sector relation.