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Negotiation Strategy What outcomes do we really want What are our contingency plans Sales Restrictions Goal 24 months for Alphexo, 0-6 months for Betonn Contingency Min 6 months for Alphexo, Max of 18 months for Betonn If Betonn gets to 24 months, the sales drop dramatically Residual Intellectual Propery Rights Betonn gets rights Provisionally Agreed Goal Alphexo gets right Worth 10 million Contingency Trade off this for money elsewhere Profit-Sharing Negotiation Frame What are our frames Which is our strongest frame We will adopt an aspirational frame, since we recognize there is a lot of benefit to have a mutual agreement on the joint sales. Additionally, we would deploy the win-win frame work since this particular case calls for collaboration. What do we anticipate our opponents frames will be We anticipate our opponent to use an outcome framework, since

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