Negotiation Techniques
Autor: Adnan • November 13, 2017 • 2,013 Words (9 Pages) • 649 Views
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2. Representatives:
Us:
Name
Title
Role
BRIDEGROOM-TO-BE
Financial consultant
Them:
Name
Title
Role
3. OUR factually submitted demands and conditions:
- Reservation of rooms in specified dates
- Reservation of all available rooms
- Cakes / fruit for guests in the price of menu
- Freebies / discounts from the wedding hall owners
- Constancy of prices
4. THEIR factually submitted demands and conditions
- Signing the contract of renting the hall
- 2000PLN advanced payment when signing the agreement
- Inability to change the date of the signing agreement
- No refund of funds in case of non-arrival of declared number of guests
- Payment for renting the hall in two instalments in cash
5. Sequence of bidding/moves of the both parties:
US
The central area (arrangements)
THEM
Booking of hall (120people x 240zł/person)
120people x 250zł/person
Booking of hall (122people x 250zł/person)
Booking of rooms 1200zł
100% of the price – 1350zł
+ breakfast for guests
Booking of rooms 1800zł
Cakes/ fruit in the price level included in the menu
Cakes/ fruit in the price level included in the menu
– in connection with the increase of renting price
Lack of cakes/ fruit in the menu
Decoration of hall
Additional decoration at the attractive price will be possible due to the friendship of wedding hall owners with the florist
Only decoration of tables
Welcome champagne for guests
Welcome champagne for guests- but within the refund of those who will not come
Welcome champagne only in case when the number of guests will exceed 150 people
6. The result – the final contract (the summary of the arrangements)
1. Preparation of preliminary contract - advance payment in amount of 2000PLN - 120 people x PLN 250 / person;
2. The price of the menu will also contain cakes and fruit for guests;
3. Booking of all rooms at the price of 60 PLN x 30 people (100%) + breakfast for guests;
4. For decoration will be charged additional fees, but those will be wholesale prices;
5. Champagne welcome for all guests - in return for a signed agreement in which will state that is not possible to return the advance payment;
7. What was left to be done? Who is responsible for the other issues? When?
- Signing of a right contract - both sides are responsible for this - 3 month before wedding;
- Determining the exact menu;
- Establishing wedding schedule, time of serving meals, etc
8. Final analysis
Which aims were reached by us?
At what cost? (concessions)
Booking of hall
The basic cost increased by 4% (1700zł)
Booking of rooms
The cost of reservation increased by 34% (420zł)
Ensuring cakes / fruit on the tables
+ No charge for breakfast for guests
Welcome champagne for guests
Consent to increase the basic cost
Which aims were reached by the other party?
At what cost? (concessions)
Booking of the wedding hall on 2017
The agreement which guarantees no refund
Booking of all rooms
Own cost for the purchase of additional products
Lack of additional decoration
No additional costs
The agreement which guarantees no refund
(breakfast prepared with the wedding dishes)
9. Evaluation of the input of the negotiation team members. From whom one can learn the accurate moves?
US
THEM
Katarzyna Matt - main negotiator - well prepared for the interview. She won a lot of information - constantly enrich her knowledge about the other party and on the basis of that, she verified her initial assumptions. She was very patient. As a result of this she gained what she wanted. She could restrain a sudden reaction, which could have an adverse impact on the further course of the discussion. She was actively listening
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