Negotiation Preparation Document

Day 2 Negotiation (coffee Contract)

1. What is your walk away point? How did you come up with that?

 The $7.00/lb would be the walk away as it is near to the worst deal
show in prices table.
 Concluded by relating to the deal for “Colonial Williamsburg”, which
was $5.95/lb.
 Although the attractions bought more coffee, they do not have the
affiliation with the hotel school.

2. What is your target? How did you come up with that?

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 The target deal would be $6.70/lb.

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 As the quality is more superior, it would be able to attract more

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customers which equivalent to more profits. The increased amount of

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expense would be able to cover.
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3. What are your sources of power and key weaknesses in this negotiation?

 Power: Desirable location, Association with renowned School of Hotel

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Administrations, Hotel's reputation and image (three-stars), Career

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opportunities and securities.

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 Weakness: Higher Bid price, Legal action presented with the previous
supplier, Low annual Quality compare to other suppliers, Fair trade.
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4. What is your strategy for getting a wise agreement?

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 The reservation price will not be revealed. The first offer will be lower
than the marked price in order to maximize outcomes.
The offers will gradually increase, but it will not go below the target
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value.
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5. What is your strategy for preserving or enhancing the relationship with the
other party(ies)?
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 By showing the understanding to their values, demands and

standards.
 By making them feel better along the process of offers.

6. What is your strategy for making sure that the negotiation is efficient?

 Obtain the deal faster.

https://www.coursehero.com/file/23957061/Negotiation-Preparation-Document-Coffee-Contract-Thiri-Myat-Thwe-813406/
  Both parties must be capable of responsibilities and trusts in order to
avoid legal actions.

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https://www.coursehero.com/file/23957061/Negotiation-Preparation-Document-Coffee-Contract-Thiri-Myat-Thwe-813406/

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