DIVYADEEP HADA

Contract Negotiation Assignment .

The activity was brillliant and provided great learning oppurtunity and siginficant insight into
understanding and analysing contract from a player’s perspective.

Parties. Sachin Tendulkar and TVS motors

As Sachin’s Manager.

Negotiation Agenda for Sachin.

1) Exclusivity.Sachin was to be the sole brand ambassador of the brand for the length of the
agreement and TVS caanot pull in any other brand ambassodor.

Agreement:.Exclusitvity to Sachin for 8months.

Comments.
This was discussed for majority of the time,Since the reality of the matter was nt consisderd in
the discussion,that is Dhoni and Virat arethe current brand amabassodors.Hence it was taken as
a non negotiable point for sachin and evrything else was based on this, was a wrong
assumption.Exclusitivity should have been given between TVS Various products ,Higher end
Products Going to Sachin and then next line of products to Dhoni and then Virat .

2)Sachin Retirement During contract and After

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Agreement
Duirng :In case of retirement from test 30% deduction and 1 day 50% deduction before 6
months, 20% deduction if after 6 mnths.

After: If Sachin retires after the contract ends and is renewed the fees remain the same and if they
want to renew they must have 20% higher.

Sachin Hoardings can be used for 2 months for at 20 percent

Comments .
This was not negotiated in Sachin favour ,the renewal rate was agreed to 20 percent ,I assumed
the contrac t would not be renewed if Sachin retires and I percieved this to be a Junk clause on
their side and hence allowed them to keep this so we could negotiate on the contract extension
amount for use of Sachin Visuals for another two months at 20 percent without Sachin having to
give any more commited days.The deduction clauses in the event of Sachin voluntary retirement
could been minimised to maximum of 15 percent, Sachin presence in the media would go up
globally and that he would be active in various felicitaion and awards cermonies across the
country ,could ve opend another contarct clause a win –win sagreement.

3) Tickets and Travelling.

Agreement
Business class tickets for Sachin and Economy Class for family and managers.

If transit time is more than 2 hours then Sachin is entitled to A chartered Plane.

Comment.
This is was a negotiation disaster thanks to very liltle time in hand but nonetheless this is
compleltly unacceptable ,Any player would fire his agent for this. TVS negotitaing for the same
was equally thoughtless.

The later should have made more sense had it been negotiaited on travelling time instead on trasit
time .

4) English Dialect only

Agreement
Only English Dialect would be used throughout the campaign across all regions

Comments.This was negotitated keeping in mind Tendulkar’s future plan of becoming an english
commentator.

5)No Liquor Brand with Tvs .

Agreement
No Assocition with any Liquor brand with TVS , in any promoitin with or without Sachin

Comments .
This was compleltly worked in Sachins Favour,Though TVS and Liquor brands have been
present toghther in the past ,but with the new agreement Sachin’s Image of a highly responsible
citizen would be reiterated.

6.)HUNDREDS

Agreement.After the fifith hundred in all forms of the game Sachin would get 10lakhs for evry
hundred scored.
Comments
Sachin’s 100 internationl century is ammter of consequence ,which would add to his brand value
consderably .The bonus ten lakh on the sixth century could have been brought down to the third
or fourth .

7.)Best in class travel Insurance

Agreed

Comments

This would require TVS to keep an advance 30 crore amount ,which was a very good learning
from the actvity.