Most people now a days do not understand very much past the end of thier nose but will try to speak like they are experts! Contract negotiations start once someone had an interest they set internal and external makers(ones they talk about and ones they don't). When makers are met they discuss more of the details, everyone knows when the trigger will be pulled based on these milestones. BP isn't going to walk up to a company that is almost ready to put a drug and in the market and say "let's talk now" is not how they work.