PREPARING NEGOTIATION AS A

FABEVENTS SENIOR MANAGER

“ WINNING THE CONTRACT” PART A

 I - THE NEGOTION

As senior manager of Fabevents, I sit with MacfoTough to discuss the dealing. Here a list of the points discussed
during the meeting:

– Choice of Venue: The other part tried to organise in Milan, but that wasn't possible. Luckily enough Milan was
on renovation mission, so at the end Munich was the natural choice.

– Budget: the main issue of the meeting. Of course a mutal decision is the only solution possible at the table: my
boss instructed me to reject anything lower than 290,000. At the end we have arranged a good solution with the
budget setted on 310,000

– Open book policy: full transparency between the two parts is the key of the meeting: compromising on the
budget point was the key to keep this point secure.

– Date of signature: Luckily enogh even the other parts wants to start as soon as possible. Two days from now
we will have a lunch party and formallly sign the final agreement. My boss is pretty satisfited with the result
achieved

. – Visibility for FabEvents: the event, and the agreement of showing the case on FabEvent's website is the cherry
on the cake.

Summary of the meeting:

Macro tough and fabevents final deal is

• The the convention will be help inmilanThe budget of the event will be 300,000€
• Transparency,there will be no open the policy book
• The signing of the contract will be within 2 days
• The case will be showcased on fabevent web site

Items to be negotiated Negotation result Your scors

Choise of venus Milan 10

budget 300,000€ 2
Open book policy 3
Date of signature Within 2 days 3
visibility (web site) Achieved 4
Total score 22