Zinc-It Case

Roles

⁃ Zinc-It (me).

⁃ Amal Hasan (my wife - don’t learn this course).

Negotiation Summary

Zinc-It: Dr. Hasan, we know you have proposal from Zums team for $20M. But we
suppose you realize they can’t help people as we can. We apply to FDA approval,
and have a good chance for positive result. We o er you 50% from planned $25M
and assure you we do we do the best to get FDA approval. It’s $12.5M.

Amal Hasan: I don’t understand your position. You just try to o er me worst case
that expected before. Why I should agree with it?

Zinc-It: $12.5M is also a good money. But it’s not just a money in our case.
Compared to your o er from Zums, we can increase your popularity. You get more.
It’s not you can but for money, but you earn it, and it’s your bene t from this
contract.

Amal Hasan: I try to do the best for my father, and I know the value for license I
selling. I agree you have positive approval from FDA and it’s your bene t. And you
not o er me something for that. And even o er me worst case than before.

Zinc-It: As you say, you do it for your father. Not for a money. And you can get a
more than just a money if you agree with our o er.

Amal Hasan: But it’s less than I can get from Zums. I don’t understand why do you
think I can agree with this conditions for out future contract. And I don’t think we
have some contract if you look how to get more money.

Zinc-It: But FDA approval costs near $10M, and we take all risks. And it should be
a good o er to you.

Amal Hasan: Why it’s a good o er? Why I should get less than $20M that I can get
from Zums?

Zinc-It: It’s not just a money. If we get FDA approval, you will be a well-known Dr.
that helps many people. It should be a good start for your popularity. You will be
known as Dr. that help his father and a loot of other people. Everyone will know
you. You can get $20M from Zoom and do nothing to the world. And you can get
$12.5M and change the world. $12.5M is also a good money.

Aman Hasan: OK, I understand your arguments. I do it all not for money. I really
want to be known as inventor. And I agree with your position - I get less than
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$20M. It could be a some compensation from me for non-money bene ts. But why
this compensation should be so big? $7.5M is a good reason to not agree with you
and continue our discussion.

Zinc-It: Don’t look at this as you left $7.5M. Look at this as you earn $12.5M. And
with your created popularity it should be a good start for you. With money and
popularity you can get promotion at work, or you can create your own business if
you want it. You can get $20M from Zums. Or you can get $12.5M from Zinc-It and
change the world. Also change your life.

Aman Hasan: Agree with you. Maybe it’s my best time to change something. To do
something big. OK, I agree with your o er - $12.5M.
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