Negotiating

Divide into travel agents (A) and buyers (B). Each buyer negotiates with two different
travel agents to get the best possible deal for Ashton Pharmaceuticals’ incentive trip to the St
John’s Beach Club, When you have finished negotiations, compare your scores to see who got
the best deal.

Student A: turn to page 115.

Student B: turn to page 119

Autigua
Population: 67,000
Language: English
Climate: Tropical
14 miles long, 11 miles wide
365 beaches,pure white sand, turquoise water
Several international casinos

St John’s Beach Club

Four-star luxury accomodation on the beach

Gourmet food in our three restaurants
Three pools, beach bar, night club
Sailing scuba-diving, squash and tennis included
Team-building events and competitions
Group benefits for bookings of ten rooms or more
‘Student A (travel agent)

Negotiate the best deal possible with the buyer (Student B). Your standard
price is §150 per person per night, This includes all meals, drinks, snacks,
Activities and sports (except go), Remember you ar in competition with
‘ther travel agents fr the same procuct.

Score points as indicated for each item Below.

Item Points

Cost per person per night

more than $140 2
$120-140 0
less than $120 -5
Upgrade to executive suit, per person, per night
$50 2
$25 1
$10 -2
Number of participants
22 1
24 2
26 3
Number of nights
7 1
8 2
9 or more 3
Free access to golf course -1
5.6
Negotiating (page 73, Exercise 5)

Student B (buyer)
‘Negotiate the Best deal possible with the travel agent (Student A). Remember you cannot
exceed a global budget of $28,000.
Score points as indicated for each item below.

Item Points

Cost per person per night

more than $140 0
$120-140 2
less than $120 4
Upgrade to executive suit, per person, per night
$50 0
$25 1
$10 3
Number of participants
22 0
24 2
26 3
Number of nights
7 0
8 1
9 or more 3
Free access to golf course 1