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Negotiation Techniques

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Negotiation

Techniques

NEGOTIATION SHEET

ANNEX 1                 NEGOTIATION SHEET (after: Thorn J., 1987)

1. Negotiation with:   wedding house owners    date   29.05.2015

2. Representatives:

Us:

Name

Title

Role

BRIDE-TO-BE

Main negotiator

BRIDEGROOM-TO-BE

Financial consultant

Them:

Name

Title

Role

OWNER

Main negotiator

EVENT ORGANISER

Event organizer

3. Main subjects of negotiations:

a. Hiring a wedding hall for two days (weekend)

b. Hiring of rooms for guests

c. Cakes and fruit included in the menu (over 100 people / guests)

4. Additional subjects of negotiations (auxiliary):

a. Hall decoration

b. Welcome champagne for guests

5. Our:

STRENGTHS (use them)

WEAKNESSES (hide them)

1. The late date of the wedding - August     2017
2. We have mutual friends
3. A large number of guests
4. Payment in cash
5. Knowledge of competitive offerings

1. The limited budget

2. The selected specific wedding date - the lack of flexibility because of the timing

3. A lot of visiting guests for whom we need to book the accommodation

4. Uncertainty about the planned number of arrival guests

6. Their:

STRENGTHS (are they real?)

WEAKNESSES (use them)

  1. 1. Modern wedding hall with a very high standard;
  2. 2. Competitive offer in comparison to other halls around;
  3. 3. Convenient location;
  4. 4. Well-equipped kitchen with an experienced cook;
  5. 5. A flexible set of dishes - a wide array of choices
  6. Friendly service

1. New wedding hall - operating only for three weeks;

2. Strong competition in the nearest area;

3. Only few rooms for guests;

4. The young owners – with no experience;

5. Lack of the portfolio - lack of customer feedback

6. No garden

7. Comparison of negotiation strength „US versus THEM”

US –Agreement (compromise)                        THEM– Agreement (compromise)        

  1. Our BATNA

  • Use of another competitive offer from other wedding hall
  • Purchase of cakes for guests on our own
  1. Their BATNA

  • Two years is a long time to find new customers
  • August is a vacation period and the wedding season

10. Our aims:

We have to obtain

Value

Costs of the other party

Room rental for up to 120 people at a good price (without DJ and photographer)

120people x 240zł/person =

28800zł

2persons x240zł/person =

480zł

Rent of rooms for 30 guests at a good price

30people  x 40zł/person(66% of the price) =

1200zł

30people x 20zł /person (34% of the price) =

600zł

Would be good to obtain

  • Cakes and fruit for the guests

In price

1000zł

  • Additional decoration of the hall

In price

200zł

  • Welcome champagne for guests

In price

300zł

11. The aims of the other party

They have to obtain

Value for the other party

Our costs

Rental of the hall for 120 people at a standard price (including children, DJ, cameraman)

100%

122people x 250zł/person =

30500zł

Rent of rooms for 30 guests

100%

30people x 60zł (100% of the price) = 1800zł

Would be good for them to obtain

  • Signing a contract along with advance payment

  • The smallest discounts as possible

12. Other concessions that we can make:

  • The abandonment of additional decoration, buying decorations on our own
  • Table for DJ and photographer as an additional cost for us
  •  Resignation from the dessert "sroko" , on the table will be cakes, fruit and additionally torte

13. What negotiation style do we choose?

Winning- Winning

14. Initial tactics:

a. Initial offer:

  • Booking of hall - remittance of advance payment + booking of rooms at the level of 66% of the price + cakes / fruit in the price of menu+ decoration of wedding hall

b. Next offers:

  • Booking of hall-  remittance of advanced payment, whole amount in three instalments + booking of rooms at the level of 70% of the price +  cakes / fruit in the price of menu + decoration of wedding hall
  • Booking of hall – remittance of advanced payment, whole amount in two instalments  + booking of rooms at the level of 80% of the price +  cakes / fruit in the price of menu + decoration of wedding hall + welcome champagne for guests

15. Division of responsibilities in our team:

1. Katarzyna Matt –main negotiator

2. Karol Kurmat – management of financials

NEGOTIATION PROCESS AND RESULTS ANALYSIS SHEET (fill in after the negotiations)

1. Negotiation with:  wedding house owners                            

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