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Negotiation tutorial - Integrative bargaining tactics (Expanding the pie)

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Closing Stage of the Negotiation Process

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Cut the t-shirt below the sleeve and above the hem to get a rectangular piece of fabric.

Paint the t-shirt with your desired design or leave it plain.

Cut slits at the open ends of the fabric and tie knots using the slits to close one end of the cover.

Insert the cushion and tie up the other end of the cover.

Alternatively, you can cut a square piece for the front panel and two overlapping pieces for the back panel, and sew them together to make a cushion cover.

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All you do to make this basic t-shirt bag is to cut the neck and sleeves off the shirt, and then sew across the bottom. (You’ll want to flip the shirt inside out before sewing to keep the seam on the inside of the bag.)

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First you're going to cut off the top flaps of the cardboard box, and find a blanket or cushion to fit in the bottom of the box to make it cozy.

Once you have the t-shirt pulled over, you are going to tuck the sleeves in against the box.

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Cut the tshirt to desired shape and sew/ glue gun the cloth together. then, insert cotton/ green bean inside and it will become pillow DIY.

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Redesign by tie die the white tshirt

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white colour cushion cover

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Cut the red tshirt into long size and tie it on the head. You may draw/decorate for your desired design.

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Mix and match to make a blanket

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Cut and brainded it to use for accessory

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Convert to cape for kids playthings

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By using this zesty and popup color we can turn old yellow shirts into tote bags which is a really up trend now-days. This will surely make it an eye-catching item as the color is really lovely!

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By using this calm and cool color blue we can use this blue shirt to transform them into DIY ribbons and perfects as an additional touches for presents and will most likely be more heart felt as we make it from scratch

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1. Red - tote bag (cut sleeve & collar and sew the bottom)

2. White - handkerchief (cut into small square)

3. Maroon - small pillow case (cut the sleeve &collar &any excess and sew)

4. Black - singlet (cut the sleeve)

5. Blue - kids skirt (cut the sleeve and sew,cut the excess bottom)

6. yellow - place mat - cut into square or circle and add finishing at the sides.

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Converting 6 T-Shirts to Something Amazing!!

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Converting 6 T-Shirts to Something Amazing!!

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1....Red = Tote bag (all you need to do is just cut and sew and jazz it up with fabric markers, glitters or buttons!)

2....White = Apron (all you need to do is just cut and sew!)

3....Maroon = Dog toy (cut into shape of dog bone and stuff with the remaining fabric)

4....Black = Pillow case (cut off the sleeves and sew into the shape of your pillow)

5....Blue = Skirt (trace the pattern of a skirt, sew the elastic band on the waist and voila!)

6....Yellow = Cat hammock (cut into rectangle shape and sew the remaining fabrics on 4 corners as loops. Your cat will love it!)

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Converting 6 T-Shirts to Something Amazing!!

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turn t shirt into plant pot hanger

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By using this classic color of black, we can use this black classic color shirt into a napkin and can be used in occasions at our dining table.

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Transform black and white shirt into a black and white flower brooch.

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Cut all the shirt to square or any pattern that we like and sew it.

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Maroon shirt transform into Maroon Fabric Basket Cover

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4) Black - Blanket - sew all the cloth together and stick on it with the shred of cloth

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By using this striking maroon color, we can end it using as flower decoration a simple and yet stunning usage as it can be used and décor at any place.

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Transform yellow shirt into yellow Rug Floor Mat

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3) Maroon - Lanyard

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Transform blue shirt into the hot water bag cover.

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2) White - Tote Bag

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A decision to make this beautiful blanket from my used, old-time favorite T-shirt. Different colors that affect my dreams at night, even during the daytime. Seasoned T-shirt materials really provide a comfy and deep sleep all night long. Love it!

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Converting 6 T-Shirts to Somethig Amzing

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Converting 6 T-Shirts to Somethig Amzing

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1) Red - Sock

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Cut yellow T-shirts into pieces and sew the pieces together to create fabric sunflower coasters

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By using this elegant white shirt, we can transform it into something nice and a great present/DIY Project for the daughters. Introducing the hair scrunchies.

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1. Red shirt turn to Backside Cushion

2. White shirt turn to pillow case protector. Method is by cutting the edges of sleeves and stitch L&R side.

3. Maroon shirt turn to wiping cloth

4. Blue shirt turn car seat cover

5. Yellow shirt turn to express sling bag but cutting the edges of sleeves, stitch it back, do a hole L&R and insert strip.

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BLACK TSHIRT PILLOW COVER

Old tshirt that is transformed into pillow cover by cutting removing the sleeves, sew it together and finish it with zipper at one side.

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Weave strips of blue T-shirts into a textured wall hanging.

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Tshirt is transformed as the paint smock for the children. This will protect children's cloth and less headache of cleaning

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Repurpose black T-shirts into a sleek drawstring backpack.

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Red Pillow Case

Cut the tshirt and transform it into a pillow case.

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Yellow Cushion Cover

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Craft a wide headwrap or turban-style headband from maroon T-shirts

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turn shirts into tote bag

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BLUE REUSABLE BAG

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By using this marvelous red shirt, we can turn it into a nice, comfy and warmth carpet. Perfect for a finishing touches for grandma's home.

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YELLOW COTTON STRIP MOP

Cut the tshirt into multiple strips and tie it together to the mop stick. Use it as a mop

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Transform white T-shirts into ghost shapes for Halloween

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Decorate the house by cutting the tshirt into preferred shapes and arrange it as wall decorator

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1. Red Lanyard

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wrap the old tshirt as hair drying towel

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Cut red T-shirts into petal shapes, layering them to create a three-dimensional floral wall art piece.

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Converting 6 T-Shirts to Something Amazing!!

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Converting 6 T-Shirts to Something Amazing!!

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1....Red

2....White

3....Maroon

4....Black

5....Blue

6....Yellow

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Converting 6 T-Shirts to Something Amazing!!

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Converting 6 T-Shirts to Something Amazing!!

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1....Red - flower

combine the cloth shreds creatively and glue the pin behind

2....White - cushion cover

cut the shirt accordingly to the size of cushion and tambah the rambu2

3....Maroon - make up case

sew up the shirt into the shape and combine with the rope as closing

4....Black - vase

roll the cloth shreds and combine alongside the shape of the vase

5....Blue - kitchen cloth cleaner cut into rectangular shape af sew the ends. can be used to lap kotoran at the dapur

6....Yellow - coin pouch

sew up the shirt into the shape and combine with the getah as open-ended closing. can bagi children to bawak jalan2

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Any color and material of T-shirts can be transformed into beautiful scrunchies. Each piece can be made as a door gift or sold during canteen day at school. Haha.

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Converting 6 T-shirts to Something Amazing

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Converting 6 T-shirts to Something Amazing

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1....Red

2....White

3....Maroon

4....Black

5....Blue

6....Yellow

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Converting 6 T-Shirts to Something Amazing!!

1....Red

2....White

3....Maroon

4....Black

5....Blue

6....Yellow

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1. Sew the bottom of the tee together.

2. Cut off the sleeves of the tee to create a bag holder.

3. Cut off the collar of the tee so that we are able to put items in the DIY bag!!

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1 ...Red

2....White

3....Maroon

4....Black

5....Blue

6....Yellow

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Converting 6 T-Shirts to Something Amazing!!

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Converting 6 T-Shirts to Something Amazing!!

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Using Critical Thinking to produce different items from each t-shirt. Explain the transformation and please furnish picture of your creations.

1....Red

2....White

3....Maroon

4....Black

5....Blue

6....Yellow

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1. Mr Smith AVP & immediate subordinate from Videocon & Mr Anderson Executive Director of Mobicon. The issue is Mobicon only agree on distribution of electronic products only but Videocon want to distribute other business portfolio as well.

2. Proceed to be a distributor for Electronic Portfolio only.

3. Motive to negotiate: to agree on which portfolio Videocon can distribute. Their interest : to find a trustworthy foreign distributor for its network or divisions to expand into Electronic Trading & IT business. Our interest : to convince Mr. Anderson to give the license for trading and distribution products for all the portfolios of Mobicon Group and become sole international provider of the Mobicon. Yes, both parties do have interest in common, the only difference is one party agree only to one portfolio while the others want all portfolio.

4. Our options: to become the distributor for all portfolios

5. Objective criteria : Videocon will cater the distribution system for urban areas, mainly 5 developed cities of Philippines and hence, the project should be for all distributing projects. Fairness : as our budget is US $750000 before this, we may increase it up to US $1000000 if Mobicon agree to let us become distributor for all portfolios.

6. Do they agree on the 45% profit sharing? Mention that Videocon prefer to purchase and resell the Products on an exclusive basis to the Mobicon group if they agree to offer 45% profit sharing. Message: WAP is 45% profit sharing.

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1. Mr Smith & AVP (Videocon) & ED Mr Anderson (Mobicon). Responsibility and power to decide by both AVP & ED. Issue to deal with are profit sharing, distribution area, minimum investment required, product defect and payment T&C.

2. If no agreement, we can take the only products exceeded WAP amount.

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Main Objective : Buy A House

•Seller A : RM 550K (I like this house)

•Seller B : RM 500K

•Seller C : RM 480K

I have only RM 520K in my account and would like to get the house at RM 450K. (No option to apply for loan)

What is my TP? RM450K

What is my BATNA? RM480K

What is my WATNA? RM500K

What is my WAP? RM520K

My ZOPA is...... 450K TO 500K

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Parties & Issues

1. Who will be in the meeting? Mr. Smith and Mr. Anderson

2. With what degree of responsibility and power to decide? Both Mr. Smith and Mr. Anderson are key decision-makers to negotiate and finalize agreements

3. What are the issues to be dealt with? Profit-sharing percentage, exclusive basis for purchasing and reselling, distribution system allocation, investment amount and method, responsibility for product defects, currency and payment terms

Alternatives

1. If no agreement is achieved what alternatives do we have? Explore other potential distributors, or reconsider the profit-sharing percentage.

2. What alternatives would they have? Seek other international partners/distributors, or retain distribution within the Philippines.

3. Can we improve our alternatives prior negotiation? Assess market conditions, and refine financial projections to strengthen Videocon's position.

Interests

1. What motivates both parties to negotiate? Videocon - exclusive international partnership, Mobicon - efficient and profitable distribution network.

2. What are our interests? What are their interests? Videocon - Expand market presence, maximize profits. Mobicon - Efficient international distribution, profitability, market growth.

3. Do we have interests in common? Profitability and market expansion.

4. Do we have opposite interests? Differences in profit-sharing percentage and investment amounts

Options

1. What options are we ready to generate? Profit-sharing arrangements, explore joint marketing efforts, and propose a phased investment plan.

Legitimacy

1. What objective criteria help us support our options? Market research, industry benchmarks, and financial projections

2. What is our send of fairness? Equitable profit-sharing, shared responsibilities, and mutually beneficial terms.

Communication

1. What questions are needed to be asked? Mobicon's expectations, potential concerns, mutual key terms.

2. How should those questions be posed? Positively and collaboratively

3. What are the messages to send? Videocon's commitment to a long-term, mutually beneficial partnership and the value to Mobicon.

Relationship

1. What is it like between the parties? A strong collaborative relationship.

2. How would we like to keep it? Maintain a positive, cooperative relationship built on trust and shared success.

3. What can we do (or avoid) to progress in the relationship? Open communication, transparency, and demonstrating reliability

Commitment

1. What are the topics needed to be addressed before committing to a final agreement? Finalizing profit-sharing details, clarifying investment terms, determining the scope of the distribution project, and agreeing on a timeline for implementation.

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Parties & Issues

1) Videocon - Mr Smith

Mobicon - Mr Anderson & his subordinate.

2) Owner of company or representative of owner have the power to decide.

3) To demand and convince Mr Anderson to give videocon license for trading and distribution of all Mobicon products and also become sole international supplier.

Alternatives

1) Videocon prefer to purchase and resell the Products on an exclusive basis to the Mobicon group if they agree to offer 45% profit sharing.

2)

3) No, because Mobicon have limited T&C to follow.

Interest

1) Opportunity to expand business.

2) Mobicon - to have distribution partner.

Videocon - to have product to trade.

3) The same interest - to cooperate with each other as manufacture and distributor.

Options

1) Give offer to Mobicon on two proposed

Do Profit sharing 45%

Distribution at 5 major cities up to $75000 investments.

Legitimacy

1) Investment up to $750000.

2) Able to negotiate up until $1000000

Communications

1) Offer to Mobicon to distribute all their product with option profit sharing and investment distribution system for 5 major cities.

2) Agree to distribute for Mobicon but with additional proposal that look favor to them.

3) To look like a win - win situation.

Relationship

Commitment

The liability material defect.

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1. Parties & Issues

a. Mr Smith from Videocon & Mr Anderson & his subordinate

b. Able to discuss & undertake all business portfolio

c. Able to:

i. Nego on undertaking all four (4) business portfolio

ii. Agree to use current currency & payment term

2. Alternatives

a. To search for other trustworthy foreign distributor

b. Undertake other portfolio with an increment of profit sharing

3. Interests

a. Profit sharing & investment

b. Yes

c. Yes

4. Options

a. proceed on Mobicon option

b. Videocon insist of the earlier proposal

c. offer 45% profit sharing.

d. Limit the investment at $750K

e. proposed all distribution support to Mubicon

5. Legitimacy

a. The BATNA and ZOPA that we have
b. max $750K for investment

6. Communication

7. Relationship

a. respect each other decision

b. not rush into final decision right away

8. Commitment

a. Total of Investment, total portfolios & Profit Sharing

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Mr. Anderson is representing Mobicon Group Ltd., a manufacturer in the Philippines.

As the Executive Director of Mobicon Group Ltd., Mr. Anderson likely has a high degree of responsibility and power to make decisions regarding the company's partnerships and business ventures.

The main issue to be dealt with in the meeting is the disagreement between Mobicon Group Ltd. and Videocon regarding the scope of the partnership. Videocon wants to distribute all of Mobicon's products, while Mobicon is only interested in partnering for electronic products.

it is possible that Mobicon Group Ltd. may continue its search for a foreign distributor that is willing to partner specifically for electronic products, while Videocon may continue its search for a manufacturer that is willing to partner for all of its products. Alternatively, the two companies may revisit the terms of the partnership and attempt to negotiate a compromise that both parties can agree upon.

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Parties & Issue

• who will be in the meeting : mr smith & mr anderson

• degree & responsibilities :

• issues to be dealth with : terms and condition of businesses ie product price with capped profit sharing,distibution system in cities, investment detailed, after sales service focused, distribution support.

Alternatives

•

Interest

•

Option

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1.       Parties & Issues

Videocon to approach the management committee of Mobicon to offer the world class trading and distribution support.

Product defects responsibility, limited investment

2.       Alternatives

We can negotiate on the alternative on the % of profit sharing and coverage area to be maximized

3.       Interests - Profitability from both parties & expertise on distribution of 30 years

4.       Options – provide maximum investment up to 1000000

5.       Legitimacy – Quality distribution with no defects to be delivered to the client

6.       Communication – The turn round time on the whole process of distribution until the point of payment processing. Processing procedures to be agreed, communication channels

7.       Relationship – build a good relationship in negotiations professionally, effective communication, clear documentation/agreements in place

8.       Commitment – Agree on timeline & procedures

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1) Parties & Issues

a) Mobicon – Mr. Anderson & his subordinate, Videocon – Mr. Smith & AVP

b) Ntah

c) Portfolio of business (4 portfolio) and amount of Investment

2) Alternatives

a) To proceed with the initial offer by Mobicon

b) Electronic Product

c) Yes

3) Interests

a) Profit Sharing

b) 45% profit Sharing and their profit sharing is 55%

c) Yes

d) Yes

4) Options

To Supply the electronic Product to all 5 developed cities

5) Legitimacy

a) The BATNA and ZOPA that we have

b) 750K to invest

6) Communication

a) What is your investment?

7) ?

8) Total of Investment, total portfolios & Profit Sharing

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1. parties & issues

Videocon - Mr Smith & AVP

Mobicon - Mr Anderson & subordinate.

2. alternatives

electronic products + license for trading, distribution + sole int provider for Mobicon.

3. interests

TP/BATNA $750000

WATNA $1000000

4. options

purchase & resell, urban areas 5 main cities, not be responsible for product defects, all distributing projects

5. legitimacy

6. communication

7. relationship

8. commitment

45% profit sharing

payment terms 60days upon invoice

payment in local currency

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1. Parties & Issues

AVP Videocon and Executive Director Mobicon

Videocon to get a license from Mobicon for trading and distribution products and become sole international provider of the Mobicon.

2. Alternatives

to renegotiate by reducing the profit sharing

3. Interests

Motivates both parties to nego - the sum of the investment up to US $1000000.

Our Interest - become sole international provider of the Mobicon, Profit sharing 45%, investment up to US $1000000 and distribution systems for urban areas, mainly 5 developed cities of Philippines

Their Interest - Distributor will not be responsible for the product defects, if any customer complaint comes in future.

4. Options

Videocon is willing to offer distribution support for all portfolio’s/divisions of Mobicon Group. Hence, the project should be for all distributing projects.

Investment max US $1000000

5. Legitimacy

Quality of the products with no product defects

6. Communication

Mobicon to agree the profit sharing

Mobicon to agree amount of the investment

7. Relationship

Comprehensive proposal, clearly stated the terms and conditions

8. Commitment

45% Profit Sharing

Payment Terms

Project should be for all distributing projects

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1. Mr Smith and Mr Anderson with his subordinates. Videocon as a sole distributor for all Mobicon business portfolios and license for trading and distribution of products.

3. Mobicon want to partner for electronic products only, but Videocon want to become sole international provider of Mobicon.

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1) Mr Smith & Immediate Associates of Videocon. To nego as products distributors for all segments for Mobicon within the T&C set by the management. To convince Mr. Anderson to give license for trading and distribution products for all the portfolios of Mobicon Group and become
sole international provider of the Mobicon.

2) Watna: to be distributor for one segment.

3) Agreeing as foreign product distributor. Videocon want to be distributor for all segments while mobicon want to have a distributor for electronic products only. Yes common at certain extent. except the different is specific segment or overall segments

4) Videocon is willing to offer distribution support
for all portfolio’s/divisions of Mobicon Group. Hence, the project should be for all distributing projects inclusive investments which will be bear by videocon ( refer to Terms by videocon mgmt)

5)a trustworthy foreign distributor for Mobicon network or divisions and provide support for all distributing projects.

6) Engaging and provide potential partnership for other segments and what value videocon is able to provide

7) Exclusive rights as sole distributor with no liability of manufacturer product defects

8) Profit Sharing, liability exclusions, location network coverage, investment terms & payment terms

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1. Parties & issues:

Videocon & Mobicon group, but Videocon will take lead

Videocon is trying to get license for trading and distribution products for all portfolios and become sole international provider of the Mobicon.

2. Alternatives:

We can still be the sole distributor for electronic department if things go way south.

They can always find other distributors

Yes, we can try to up our investment of max $875,000 (meet in the middle) or $1000,000

3. Interests:

Videocon wants to be the sole distributor for all portfolios (profit), Mobicon Group is finding a good/expert distributor to support its expansion/distribution.

We are interested in all the portfolios they have to offer, while they really wants us in the electronic distribution only.

Not really, as we both are looking for distribution profit/gains, and the are looking for a expert distributor to help them.

4. Options:

We are willing to up our investment to $875,000 or $1000,000

5. Legitimacy:

We are willing to give exclusive basis on purchase and resell

All payments can be done up to 60 days following the receipt invoices.

6. Communications:

We need to ask distributions for all portfolios and purchase & resell on exclusive basis at 45% of profit sharing.

We can try to bargain by using the time and increasing our investment value/capital.

To show our interest in being the sole international distributor for all of their products/portfolios

7. Relationship:

It will be more of co-existing partnership whereby each of us in control and not one or the other parties is in charge.

8. Commitment:

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BATNA - RM510K

TP - RM450K

WATNA - RM480K

WAP - RM550K

ZOPA - (RM450K - RM550K)

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MAP

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TP RM450K

BATNA RM510K

WATNA RM480K

WAP RM550K

ZOPA 450K-550K

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map

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A map!

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MAP

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TP: RM450K

BATNA: RM450K

WATNA: RM520K

WAP: RM550K

ZOPA: RM450K - RM520K

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Tp - 450k

Batna - 450k

Watna - 550k

Wap - 220k

Zopa - 450- 520k

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TP- RM50K

BATNA-RM65K

WAP- RM30K

WATNA-RM45K

ZOPA-RM45k-RM65K

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Batna 520k

Watna 480k

WAP 450k

Zopa 450-520k

TP 450k

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TP 450k

BATNA 480k

WATNA 500k

ZOPA 480-500k

WAP >520k

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TP : 520k

BATNA : 450k

WATNA : 520k

WAP : 550k

ZOPA : 480k