This document summarizes negotiations and case studies around three organizations: 1) ACCORD, which is an agreement between brands and unions to ensure worker safety in Bangladesh's ready-made garment sector. Key aspects of ACCORD include inspections, corrective action plans, and worker empowerment. 2) Citycell, a mobile network operator in Bangladesh that declined due to not adopting GSM, not bidding for 3G licenses, having less bandwidth, and failed negotiations. 3) DOEL Laptop, Bangladesh's first locally assembled laptop brand that failed due to poor quality, lack of durability, absence of after-sales service, and competition from established brands. Recommendations are provided for each case.

1. Negotiation
A Journey from: ‘No’ to ‘Yes’....
Presented By -
MD.Tanvir Ahmed Prince (19206004)
Tanzim Ahmed (20106039)
Aninda Barua (20106012)
Sabikun Nahar Lupa (20106001)
Samita Bahar (20106007)

2. We Have Worked on 3 Organizations
1. ACCORD
2. Citycell
3. DOEL Laptop

3. ACCORD-Fire &
Building Safety in
Bangladesh

7. We are interested in - ACCORD
❖ A five-year legally binding agreement between brands and trade
unions to ensure a safe working environment in the RMG sector.
❖ An independent inspection program supported by brands in which
workers and trade unions are involved
❖ Public disclosure of all factories, inspection reports and corrective
action plans (CAP)

8. More About ACCORD
❖ A commitment by signatory brands to ensure sufficient funds are
available for remediation and to maintain sourcing relationships
❖ Democratically elected health and safety committees in all factories to
identify and act on health and safety risks
❖ Worker empowerment through an extensive training program,
complaints mechanism and right to refuse unsafe work

10. 1. Global Union Federations - IndustriALL Global Union & UNI Global Union
2. Bangladeshi trade unions - National Garments Workers Federation (NGWF), Bangladesh
Independent Garment Workers Union Federation (BIGUF), plus the Bangladesh
Independent Garments Workers Federation (BIGWF) and Bangladesh Revolutionary
Garment Workers Federation (BRGWF)
3. 200 Brands of Retailers (Hugo Boss, ZARA, H&M etc)
4. ILO (International Labor Organization) - neutral chair
5. NGOs’- who signed the Accord as witnesses:
Clean Clothes Campaign, Maquila Solidarity Network, International Labor Rights Forum,
Workers Rights Consortium
Negotiation Parties...

12. Negotiation Issues..
Examples of issues identified
❖ Need to remove lockable gates on exits and install fire doors, automatic
sprinkler system and automatic fire alarm system.
❖ Need to reduce weight loads in certain areas of the factory through moving
material, stock, or supplies.
❖ Requirement for better support for and enclosure of electrical cables and
need to improve maintenance procedures around items such as electrical
circuits, for example keeping them free of dust.

13. Safety Inspection – step by step
❖ A notice of inspection is issued two weeks prior to the inspection to the factory
❖ Teams of safety inspectors conduct the inspection
❖ A report of the inspection, along with a remediation plan where needed, is sent to the
factory owner, the signatory brand and worker representatives within two weeks of
the inspection
❖ Owner, brands and worker representatives discuss the report and develop a final
remediation plan
❖ The final remediation plan is reviewed by Accord staff
❖ The inspection reports and final remediation plan are published on the Accord website
within six weeks after the inspection
❖ Continuous monitoring of the Corrective Action Plans by Accord inspectors

14. Case Study 2: Citycell

15. Citycell Background: Share of Ownership
Source: https://gaznobay.net/the-rise-fall-of-the-telecom-trailblazer-company-citycell/

16. Decline in Revenues: From 2011-12 to 2014-15
Source: https://gaznobay.net/the-rise-fall-of-the-telecom-trailblazer-company-citycell/
Citycell’s Decline in Revenues (Figures in Crore BDT)

17. Reason of Failure: GSM vs CDMA
Source: https://gaznobay.net/the-rise-fall-of-the-telecom-trailblazer-company-citycell/

18. “
Not going for GSM was our biggest mistake.
”
- Mehbob Chowdhury
Ex-CEO, Citycell

19. Reason of Failure: Not Bidding for 3G
Source: https://benisnous.com/1g-vs-2g-vs-3g-vs-4g-explain-in-details-tech-talk-28/
During 2010’s
Customers’
preference
order:
3G > 2G

20. Reason of Failure: Less Frequency and Bandwidth
Source: https://www.youtube.com/watch?v=3koFSAw6s-4

21. Reason of Failure: Repayment of Fine
Source: https://www.youtube.com/watch?v=3koFSAw6s-4

22. Reason of Failure: Failed Negotiations
Source: https://www.youtube.com/watch?v=3koFSAw6s-4

23. Citycell for HRM 505: Avoiding Approach (Dual Concerns Model)
Source: https://www.youtube.com/watch?v=3koFSAw6s-4

24. Citycell for HRM 505: Monopoly Market in the Beginning

25. Citycell for HRM 505: Highball Tactics
Source: https://www.youtube.com/watch?v=3koFSAw6s-4

26. Citycell for HRM 505: Distributive Approach (Fixed Sim Card)
Source: https://worldofscriptz.com/single-sim-to-dual-sim-converter/

27. Citycell for HRM 505: Not Going for BATNA (WCDMA)
Source: https://slidetodoc.com/introduction-cdma-a-dssstechnologies-environment-one-of-the/

28. Case Study 3

29. DOEL LAPTOP: Background
● Telephone Shilpa Sangstha Limited
released DOEL Laptops in 2011.
● To offer low-cost computers in
schools and colleges.
● Named after national bird in
Bangladesh.
● First brand of laptop to be
assembled regionally.

30. Reason of Failure: Poor Quality - Customer Dissatisfaction
Source: https://www.youtube.com/watch?v=eDCNZ5B28GU

31. Reason of Failure: Less Durability
Source: https://www.esbflooring.com/blog/what-is-wood-flooring-durability/

32. Reasons of Failure: Absence of After-Sales Service
Source: The Daily Star

33. Reason of Failure: Availability of Better Brands
Source: https://www.youtube.com/watch?v=eDCNZ5B28GU

34. DOEL Laptop for HRM 505: Oligopoly Laptop Market

35. DOEL Laptop for HRM 505: Accommodating Approach
Source: https://www.youtube.com/watch?v=3koFSAw6s-4
Compromised
with
configuration.

36. DOEL Laptop for HRM 505: Lowball Tactics
Source: https://www.youtube.com/watch?v=3koFSAw6s-4

37. DOEL Laptop for HRM 505: Field Analysis
A. Direct actors (people in our side) -
DOEL
B. Opposition actor (other side) -
Consumers
C. Indirect actors (sideliners) -
Government
D. Interested observer (stands) - TSS
E. Environmental factors (board
environment) - Others brands e.g.,
Asus, Lenovo, Dell, HP etc.

38. DOEL Laptop for HRM 505: Preference Order
Doel laptop manufacturer’s preference order:
cheap price with low configuration > cheap price with good configuration >
high price with good configuration > high price with low configuration
Doel laptop consumer’s preference order:
cheap price with good configuration > high price with good configuration >
cheap price with cheap configuration > high price with low configuration

39. DOEL Laptop for HRM 505: Other Insights
● Interest Based bargaining (Integrative) after their initial failure.
● Integrative Negotiation Process with low configuration and
reasonable price.

40. DOEL Laptop: Recommendations
● Divisible issue, long term relationship - Easy to resolve
problem. (Conflict Diagnostic Model)
● Consider customers’ preferences.
● Take strategy of targeting small town people with proper
branding.

41. Thank You!