SITXMGT002 Student AT2 of 2 V2.2 OKRB

SIT50416-DiplomaofHospitalityManagement(Release1)
SITXMGT002 Establish and conduct business relationships
,
RTONo.31736|CRICOS03010G
SIT50416 - Diploma of Hospitality Management

SITXMGT002 Establishandconductbusinessrelationships
Student assessment 2 of 2
Versioncontrol
Date Version Changesmade Author
20 August 2020 V1.0 Reformatted toQueensfordCollege Style Guide Cheryl Sen

5 Jan 2021 V2.0 Contextualised and updated of content to meet the Odette King
UoC requirements
Jan 2021 V2.1 Update student documents Robyn Beeston
Feb 2021 V2.2 Update email instructions Robyn Beeston
Students, please complete this cover sheet. PRINT CLEARLY using Black or Blue Ink only.
Qualification
Student name
Student number
Student email
Assessor name
Assessment due date
Submission date Attempt 1 Date: Attempt 2 Date: Attempt 3 Date:
Result for attempt (S or

NS)
Copyright©2019MalekhuInvestmentstradingasQueensfordCollege.Allrightsreserved.
0801c3dd38101b91bdd6519053750034ef4ed75f.docx Page 1 of 47
Contents
Version control....................................................................................................................................... 1
Student declaration of authenticity............................................................................................................. 3
Assessment Tool 2 of 2: Practical project (Part A and B)...............................................................................3
Student instructions.................................................................................................................................... 3
Resources supplied by your assessor.................................................................................................... 4
Resources you need to provide.............................................................................................................. 4
How to submit this Assessment Tool...................................................................................................... 4
What you must do to achieve Satisfactory for this Assessment Tool......................................................4
Instructions: Part A......................................................................................................................................... 5
Scenario..................................................................................................................................................... 5
Task A1 – email for client meeting.............................................................................................................. 8
Task A2 – plan for meeting/negotiation...................................................................................................... 9
Part A Observation checklist........................................................................................................................ 12
Task A3A – catering agreement................................................................................................................ 13
Task A3B - email agreement.................................................................................................................... 15
Task A5 – confirm numbers...................................................................................................................... 18
Task A6 – update agreement.................................................................................................................... 19
Task A7 - follow up on relationship........................................................................................................... 21
Part A: Marking criteria................................................................................................................................. 22
Instructions: Part B – Establish and conduct a business relationship with a supplier...................................23
Task B1 – email client.............................................................................................................................. 24
Task B2 – confirm details......................................................................................................................... 25
Task B3 – plan for meeting/negotiation.................................................................................................... 27
Part B Observation Checklist....................................................................................................................... 33
Task B4 – formalise agreement................................................................................................................ 34
Task B5 – build relationship...................................................................................................................... 35
Task B6 – update colleagues................................................................................................................... 37
Task B7 – maintain agreements............................................................................................................... 38
Task B8 – change agreements................................................................................................................. 39
Part B: Marking criteria......................................................................................................................... 41
Result (for use by assessor only)............................................................................................................. 42
Note: You must sign the student declaration for your submission to be accepted.
Student declaration of authenticity

Before you submit this Assessment Tool you must declare the work is your own. Read the text below. Sign
the declaration if you agree with all of the statements.
I declare:
 The answers I have given in this Assessment Tool are my own work, based on my own study and
research and no part of it has been copied from any other source, except where due
acknowledgement/reference has been made. (Plagiarism is not permitted in any form)
 A late submission fee of $150 per Unit of Competency will apply before my submission will be marked
if my submission is made past the due time and date.
 I have kept a copy of my Assessment Tool if I have submitted the answers in any form other than a
self-marking quiz on Moodle.
 Queensford College will retain this Assessment Tool as evidence of assessment for audit purposes.
 I give permission for my Assessment Tool to be reproduced, communicated, compared and archived
for the purposes of detecting plagiarism or collusion and to fulfil Queensford College’s requirements as
an RTO.
 Any assessment marked as unsatisfactory will require me to undergo reassessment; reassessment
may involve different assessment to that originally undertaken.
 I have read and understand the policies and procedures relating to assessment as outlined in the
Queensford College Student Handbook (or the International Student Handbook) and the Student
Assessment Guide.
Signed Dated
Note: If you are completing this document electronically, use either a scanned and cropped
jpg image of your signature or type your name in the space above.
For documents submitted through Moodle, the inclusion of this declaration with any form of
signature, however presented, with your submission, indicates you understand and agree the
declaration is true.
If you are completing this Assessment Tool as self-marking questions on Moodle, you will be
required to agree to an electronic statement of authenticity at the beginning of the
Knowledge questions before being able to proceed.
AssessmentTool2of2:Practicalproject(PartAandB)
Studentinstructions
Purpose In this assessment, you are required to establish and conduct business relationships with a
customer and a supplier. For each relationship, you need to negotiate terms of formal
agreements and honour the terms in the agreement. You need to nurture these relationships
by providing adequate follow-up, using effective communication and by adjusting
agreements based on changing needs. This Assessment Tool assesses your ability to
establish and conduct business relationships in the simulated organisation – Champions’
Sports Bar.
Location For this assessment, you are Manager for the simulated business - Champion’s Sports Bar.
Part A complete a range of tasks to establish and maintain a business relationship with
a customer and negotiate a catering agreement.
Part B complete a range of tasks to establish and maintain a business relationship with
a supplier and negotiate an equipment lease agreement.
These must be completed in the classroom or other area which simulates a hospitality
environment. Your assessor will advise where the practical will take place.
Resourcessuppliedbyyourassessor
All resources you need are provided in the task instructions. Access these documents from the
‘Student Supporting Resources’ folder:
 SITXMGT002_AT2_A3_Catering agreement template
 SITXMGT002_AT2_B2_Equipment lease agreement template
Your assessor will provide a roleplay guide to the person participating in the roleplay.
Included in this document are:
 Catering Menu.
 Communication Protocol Policy.
 Negotiation planning templates for each scenario.
 Equipment lease agreement amended in AT2 B3.
Resourcesyouneedtoprovide
Computer,internetaccessandpaper/pen(ifyoutakenotesintask A3)
HowtosubmitthisAssessmentTool
Submit 1. A copy of this Assessment Tool named: SITXMGT002 _[Your Name]_AT 2 of

these 2_submission1 (if your first attempt, submission2 if your second etc.) Make sure you:
docum  complete the cover sheet(s)
ents
 complete responses for each task
 compose and send any required emails using Moodle, in accordance with the ‘How to
send emails from Moodle – Student’ in the ‘Student Supporting Resources’ folder
2. SITXMGT002 _[Your Name]_AT2A3_Catering agreement submission1
3. SITXMGT002 _[Your Name]_AT2A6_Catering agreement submission1
4. SITXMGT002 _[Your Name]_AT2B4_Lease agreement submission1
5. SITXMGT002 _[Your Name]_AT2B8_Lease agreement submission1
When? Yourassessorwilladvisetheduedateandtimeforthisassessment.
Where UploadtothesubmissionlinkforAssessmentTool2of2
? inMoodle.IfyourassessoradvisesnottouseMoodle,youmayhandinyourprintedcopyofthisAssessm
entToolhoweveryouMUSTkeepacopy.
WhatyoumustdotoachieveSatisfactoryforthisAssessmentTool
ThisAssessmentToolisthesecondof2assessmentsforthisUnitofCompetency.YoumustachieveaSatisfactoryr
esultforeachofthe2AssessmentToolstoachieveanoverallmarkofCompetentofthisUnitofCompetency.
Youarepermitted3attemptsatthisassessment.
Instructions:PartA
Scenario
EstablishandconductabusinessIt is the 1st of June 20XX, and you are the newly promoted
ManagerofChampion’sSportsBarwhichformspartoftheMarinoComplex. In your role, you oversee
the operations of the bar and restaurant and manage all aspects of customer service provision.
You have two assistant managers who report to you:
 Bryan Davies (Bar)
 Janice Granger (Restaurant/Kitchen)
Your manager recently received an online enquiry from a customer. He has sent you information
to address the recent enquiry including the:
 email from your manager
 the online enquiry from the customer
 communication protocol policy
 catering menu
 catering agreement template.doc
From: Aarav.Kaur@championssportsbar.com.au(fictional)
Sent: XXJune,20XX7:58PM
To: Manager<manager@championssportsbar.com.au>(fictional)
Subject: FW:Event–8thAugust
Attachment: Communication protocol policy

Catering menu
Cateringagreementtemplate.doc
Goodafternoon
PleaseseetheeventenquiryIhavereceivedfromPaloandSonsintheemailthreadbelow.PaloandSonsarearelati
velynewaccountingfirmthathavehadacoupleofsmallereventsatourbaroverthepastfewmonths.Ifthisnegotiati
ongoeswell,thiscouldbeverylucrativeforusindeed!Ourusualeventsareonly30orsopeople
(covers),sothisluncheonissignificantforus�
Theyusuallyhavequiteagenerousbudget,soitwillbeinterestingtoseewhattermsyoucannegotiatewithPalo.Iha
veattachedourcurrentpricelistforyoutoreviewbeforeyoumeetwiththemandthecateringagreementtemplateto
beformalisedoncethemeetinghasbeenheld.Youmustnotagreetoanypricingbelowthelowestthreshold;otherw
ise,theeventwillnotbefinanciallyviableforus.Similarly,youmustnotgoabovethemaximumthresholdasthiswillli
kelydeterfuturebusinesswithusifwepricetoohighincomparisontoindustrystandards.
Intermsofstaffing,for150 covers
youneedx10servers,x2bartendersandx2chefswhowillbeafixedcostof$2200.00.TherentalofthePAsystemwill
be$150–wecannotgoanylowerthanthisasthisisoursupplier’sbestprice.
Ofcourse,wewantalloureventstobeasprofitableaspossible,butyoumayneedtobeflexibleinsomeareastosecu
rethecontract.Irecommendyouemphasiseourtop-
classservice,deliciousmenuoptions,andefficienteventmanagement.Agoodplacetostartwillbetoofferourpre
miumoptionsfirstandthenseewhereyoucannegotiatefromthere.Anextra$1inthisnegotiationcouldaddanaddit
ional$150tothetotalpackageprice,soitwillbegoodtoseehowpersuasiveyoucanbe!
PleasecontactPalodirectlyandarrangeameetingfor2pmonTuesdaythisweek.Pleaseprovidemewithanupdat
eofhowthemeetingwentassoonasyouhavefinished.
NOTE: Please remember to use the Communication protocol policy
Regards
AaravKaur
From:Palo<Palo@paloandsons.com.au>(fictional)
Sent:Wednesday,XXJune20XX5:55AM
To:AaravKaur<Aarav.Kaur@championssportsbar.com.au>(fictional)
Subject:RE:Event–8thAugust20XX
DearAarav,
WearelookingatholdinganendoffinancialyearluncheononAugustthe8 thforapproximately150people.Guestsw
illbeamixofstaff,keyclients,andsuppliers.Wehavereallyenjoyedoursmallereventswithyoupreviously,soIwoul
dliketocatchupwithyourmanagerinchargeofeventstodiscussarrangements.
Ifthepriceandofferisright,wemayconsiderbookingyoufortheChristmasExtravaganzaeventweholdeachyear.I
amfreenextTuesdayat2pmtopopinforachatandtonegotiatethedetails.
Regards
Palo
ManagingDirector
Note:Accessemailattachments –Catering agreement template in

the“supportingresourcesfolder”The Communication protocol policy and Catering menu
are below.
Champion Sports Bar Communication protocol policy

The purpose of this document is to provide staff with guidelines for communications when
conducting formal negotiations and forming relationships with other businesses.
The aim of the Policy is to ensure consistency across the organisation and to uphold
organisational values. It should be used with our other organisational policies and
procedures. Workplace communication includes both written and verbal communication.
Written communication
For emails, reports, letters, memos, agendas, minutes, procedural and policies, agreements and
contracts, communication must:
 be professionally written using organisational styles and standards for writing
 avoid overuse of technical or jargon terminology
 free of slang, offensive language or discriminatory language
 be clear and concise
 have relevant and appropriate approvals or authority before being distributed.
Verbal communication
All staff must conduct themselves professionally during face-to-face meetings with external
businesses. This includes effective communication skills such as:
 Speaking clearly and concisely
 Using non-verbal communication to assist with understanding
 Asking questions to identify required information
 Responding to questions as required
 Using active listening techniques to confirm understanding
Champion Sports Bar Communication protocol policy

High-level communication
During negotiations or forming relationships with other businesses, suppliers, contractors or external
agencies, you must represent the organisation in a professional manner, using high-level communication
skills and techniques. Use the following protocols to guide your communications:
 Create trust and open lines of communication
 Uphold organisational policies, procedures, standards, culture and industry best practices
 Support the organisation’s beliefs, values and goals
 Conduct yourself with professionalism
 Be honest and show mutual respect for others
 Be mindful and show empathy during discussions
 Accept and welcome diversity in other people
Catering menu
Appetizers
Traditional Canapes Posh Canapes Dessert Canapes
Filet Angus Beef w Caramelised
Crostini w Mozzarella, Sun Onion + Hoisin Sauce (H) Crème Brulee w Thyme
Blush Tomato + Basil Shortbread
Prawns on the Lawn – Toasted
Pear, Prosciutto + Rocket Sourdough w Avocado+ Mini Banoffee Pie
Rolls Coriander Dark Chocolate Espresso
Asparagus Minted Pea + Feta Scallops in Parma Ham (H) Pots
Tartlets Mini Fish + Chips in Newspaper Baby Raspberry Cheesecake
Mini Yorkshire Puddings w Cones (H) Tiny Lemon Meringue Pies
Pink Roast Beef (H) Seared Tuna w Sesame Seeds Chocolate Dipped
Smoked Chicken w Apple + Soy Sauce (H) Strawberries
Tarragon Crostini Mini Caramelised Onion + Tricolour Chocolate Shots
Honeyed Sausages (H) Goats Cheese tarts (H) Baby Chocolate Eclairs
Mini Leek + Cheese Tartlets Mini Beef Sliders + Tomato Fruit Tartlets w Crème
Blinis w Crème Fraiche + Relish (H) Patisserie
Smoked Salmon Mini Lamb Sliders + Tzatziki Mini Fruit Pavlovas
Chili + Garlic Prawns (H) Limoncello Mousse Shots
Goats Cheese Bon Bons Sole Goujons w Tartare Sauce White Chocolate +
Peking Duck Pancakes w Plum (H) Cointreau Tiramisu
Sauce Whitebait + Lemon Baby Lemon Cheesecake
Mayonnaise
Price $15 Price $35 Price $25
Main mealNote: expected costs – an average 50% for main course and 25% for each entrée
and main
Menu 1 Menu 2 Menu 3
Chicken Liver Parfait + Onion Twice Baked Cheese Soufflé w Ham Hock Terrine w Mixed
Marmalade Champagne Cream Leaves + Piccalilli
Basket of Home-Made Breads Basket of Home-Made Breads Basket of Home-Made Breads
  
Loin of Lakeland Lamb w Fillet of Beef w Chunky Chips, Chicken Fillet Stuffed w
Dauphinois Potatoes, Pea Puree, Green Peppercorn Sauce, Glazed Mozzarella, Sun Blush
Asparagus, Beans, Red currant + Carrots + Green Beans Tomatoes + Basil, Wrapped in
Catering menu
Appetizers
mint gravy  Prosciutto
 Banoffee Crème Brulee w 
Hot Sticky Toffee Pudding w Shortbread Biscuit Meringue Roulade w Berries +
Toffee Sauce + Ice-cream Raspberry Coulis
Price $40 Price $60 Price $80
Bar Tab
Bar Tab 1 Bar Tab 2 Bar Tab 3
House wine + beer $2,000 House wine, beer + Beer, wine + spirits $,4000
champagne $3,000
Other
Coffee service (coffee, tea and biscuits self- $2.50 - $5.00 per cover
serve)
Decorations Option 1 – basic centrepieces with themed colours $300
including Option 2 – fresh flowers with themed colours $400
centrepieces
Option 3 - fresh flowers with themed colours, name cards and bon bons $500
Task A1 – email for client meeting

As instructed, you must establish a relationship with Palo and invite them to a meeting to discuss
the upcoming luncheon event.
Step 1
To do this, write an email to Palo and provide the Catering Menu (above) so they understand the
options to be discussed at the meeting. At a minimum, your email must include:
 an appropriate greeting and introduction
 a confirmation of the date and time to meet to discuss the details of the event
 the attachment: Catering Menu (simulate the attachment)
 an overview of what is attached
 other information you deem appropriate.
When sending an email - follow instructions in this document in your supporting documents
folder. How to send emails from Moodle - Student_V1.0
Include the unit number in your subject line
Complete your email draft in this template. Copy and paste content from here into your
email in Moodle to send.
To Palo
Send From
 Subject Invitation to the meeting
Catering Menu
Dear Palo,
I’m writing this email to inquire about the availability for a meeting. We are
planning to organise an exclusive meeting on August 8, 2021. I would like to have
you there and discuss on upcoming luncheon event.

I have attached a catering menu with this letter and there we have listed some of
the catering menu items which contain appetizers, main meal, bar tab and other
items for the event. And we would like you to review it and tell us about what you
feel about it. Take a look at the menu and inform us what you like or dislike about it
and fell free to add some things if you like.
I look forward to hearing from you soon.
Yours faithfully,
Before you send your email, be sure to check you have ‘attached’ the menu and have use
defective communication and techniques to establish and build the relationship.
Step 2
Send your email to your assessor in Moodle.
Step 3
After sending your email, take a screenshot of the sent email and paste it below.
Step 4
Once you have sent the email to your assessor upload the attachment into Moodle under the
appropriate submission link for this task.
Assessors use only Satisfactory ☐
Did you receive the ☐ Not yet satisfactory ☐

email?
Comment if NYS
TaskA2 – plan for meeting/negotiation

Palo hasagreedtomeetyoutodiscusstheupcomingevent.In this meeting you will
participateinaroleplaywith Palo tonegotiatethetermsofthe catering agreement.
There are two steps in this task.
Step 1 Toprepareforthenegotiation,completetheNegotiationpreparationtemplate
below.ChampionSportsBar requires the use of thistemplate.
Negotiation Preparation (Part A)

Meeting date and time Tuesday, 2pm
People in the negotiation Palo and Student
Prepare
What is the goal of the The goal of the negotiation is to achieve the best possible
negotiation?

outcome for the catering menu
BATNA – Best Alternative Appetisers/cov Crostini w Bar tar Beer, wine + spirits
to a Negotiated er Mozzarella $,4000
Agreement Prosciutto +
(highest price you can Rocket Rolls
go) Asparagus
Minted Pea +
Feta Tartlets
Mini Yorkshire
Puddings w
Pink Roast
Beef (H)
Filet Angus
Beef w
Caramelised
Onion +
Hoisin Sauce
(H)
Crème Brulee
w Thyme
Shortbread
$ 30
Main Chicken Liver Decoration fresh flowers with

meal/cover Parfait + s themed colours,
Onion name cards and bon
Marmalade bons
Basket of
Home-Made -$450
Breads
Fillet of Beef
w Chunky
Chips, Green
Peppercorn
Sauce,
Glazed
Carrots +
Green Beans
Meringue
Roulade w
Berries +
Raspberry
Coulis
$50
Coffee $4 Total (inc. Per cover-$84

service/cover GST)
Decoration-$450
Wine-$4000
GST-453.4
Total- 4987.4

WATNA – Worst Appetisers/cov Smoked Bar tab House wine + beer
Alternative to a er Chicken w $2,000
Negotiated Agreement Apple
(lowest you can go) Tarragon
Crostini
Honeyed
Sausages (H)
Mini Leek +
Cheese
Tartlets
Blinis w
Crème
Fraiche +
Smoked
Salmon
Chili + Garlic
Prawns
Goats Cheese
Bon Bons
Peking Duck
Pancakes w
Plum Sauce
15$
Main Chicken Liver Decoration basic centrepieces
meal/cover Parfait + s with themed colours
Onion $300
Marmalade
Basket of
Home-Made
Breads
Loin of
Lakeland
Lamb w
Dauphinois
Potatoes, Pea
Puree,
Asparagus,
Beans, Red
currant +
mint gravy
$35
Coffee $2.5 Total (inc. Per cover-$52.5
service/cover GST)
Decoration-$300
Wine-$2000
GST-235.25
Total-2587.75
What are two (2) 1 Revenue per client

performance indicators
on your side of the 2 Average daily attendance
agreement?

What are two (2) 1 Client retention rate
on the customers side of 2 Profit margin
the agreement?
List three (3) negotiation 1 Put a fair offer to the test with final-offer arbitration
techniques you will use to
maximise the benefits of 2 Anchor the discussion with a draft agreement
the relationship for both 3
parties. Draw on the power of silence
List one (1) internal issue Issue Solution
Internal Personality Keep a positive attitude towards the
outcome of the meeting
Externa Third party Keep a direct contact with the client
l negotiation
Open
Document the case you will put forward during the meeting and a minimum of two (2) questions
you will ask the customer to determine their needs:
1 Has the requirement met with the expectation?
2 Is the food and service provided satisfactory?
Argue
Document data, prices, facts, statistics and other documentation you will present:
The prices are listed in two contexts best alternative and worst alternative.
The price is determined with food cost and the service styles with the decoration and
beverages listed.
For the statistics presentation will be done on the basis of the tabulation and
mappings.
Explore
Document areas you are willing to compromise on to find a solution:

Getting the recommendation.
Supervision
Mutual agreement
Mutual concessions etc
Signal
Provide an overview of how you plan to indicate readiness to work with your customer in your
meeting:
Concept-initiating
Planning
Developing test
Executing
Monitoring and controlling
Ending debriefing- closing

Feed back
Package
Provide an overview of what you plan to propose as the total package for the agreement:
Scope planning
Work breakdown structure
Schedule development
Resources planning
Budget planning
Procurement planning
Risk management planning
Quality planning
Close
Provide an overview of how you plan to close the meeting:

Closing agenda
Reviewing concept
Leaving time for question
Give a time reminder
Remind the attendees where they can review information
Thank the attendees
Sustain
Provide an overview of what will occur after the meeting

Note: Document outcomes and agreed performance indicators
after your roleplay to ensure you have a record for preparing
your final agreement
Agreed outcomes and performance indicators
Number of covers Date /time of event:
Appetisers/guest Bar tab
Main meal/guest Decorations
Coffee service/guest Total (inc. GST)
Other notes applicable to the final agreement:
Step 2 Your assessor will observe your role play and assess you using the observation checklist
below. Review the observation checklist before completing your role play to ensure you
understand what your assessor will be looking for. Details of your role play is as follows:
Role play Negotiatetermsofthecateringagreement

title
Participant Student+1classmatetoplaytheroleofPalo
s
Date/time Trainer/assessortoadvise
/location
Role play Approximately25minutes
length
Prior to CompleteeachsectionoftheSITXMGT002_AT2A2_Negotiationpreparationtemplatetoensureyouimple
the role menteachstageofthenegotiationprocesseffectively.
play Familiariseyourselfwiththeinternalpricelistsoyouunderstandthethresholdsforthenegotiation.
Required  Negotiationpreparationtemplate(firstpartcomplete)
resources  Pen,paperordevicetodocumentoutcomesinthesecondpartofthepreparationtemplate
 Acalculatortocalculatetotalpackagepricebasedonagreedoptions
 AcopyoftheSITXMGT002_AT2PartA_CateringMenu(withoutprices)tohelpyoudiscussandreferenc
eoptionswiththecustomer
 Confirmyourtrainer/assessorhasprovidedtheroleplayparticipantwiththeirroleplayerguide
Meeting Duringthemeeting,youmustensureyou:
objectives a) greetthecustomeranddiscusstheirrequirementsusinghigh-
levelcommunicationtoestablishandbuildtherelationship
b) negotiatethetermsoftheagreementusingappropriatenegotiationtechniquestomaximisetheb
enefitsforbothparties
c) overcomeanychallengesthroughoutthenegotiationprocess
Additional Duringtheroleplayyoumustalsoensureyou:
requireme  useappropriateverbalcommunication,askopenquestions,andlistencarefullytoconfirmunderstandi
nts ngandseekfeedbackonyourproposedcateringoptions
 documentagreedpricesinthesecondpartofthepreparationtemplate,soyouhavearecordforwhenyo
upreparetheformalagreementinTaskA3.
After the role play
Update the negotiationpreparation template in this document and upload it when you upload this
document.
Assessors use only Satisfactor ☐ Not yet ☐

y satisfactory
Comment if NYS
PartAObservationchecklist
Step1
Donotfillinanythinginthissection.YoushouldreadtheMarkingcriteriaindetailasittellsyouwhatth
eassessorwillbelookingforwhentheyobserveyouandhowyouwillbemarked.
Step2
YourassessorwillbecompletingtheObservationMarkingcriterialistbelowbasedontheirobserv
ationsofyourskills.YourassessorwilluploadacopyofthecompletedMarkingcriteriatoMoodle.Y
ouwillbeabletoseeyourresultforthisUnitandtheassessor’sfeedbackinthatcopyonMoodle.
Markingcriteriaforroleplay–thistableistobecompletedbyassessorONLY
Duringthecustomerinteractionsofthefollowingskill,behaviourortasktoi Result Comment -

ndustrystandard? Assessor,detail your
Place a S
observations
for
forthisstudent. This is
Satisfactory
evidence
and NS if
theassessmentwascon
student
ducted,andthisstudent’
performanc
sperformancewasSatis
e is Not
factory.
Satisfactory
AnytaskmarkedNS,
MUST have a
comment and
detailedexplanationofw
hatwasobserved.
1 Greetthecustomeranddiscusstheirrequirementsusinghigh-
levelcommunicationtoestablishandbuildtherelationshipinlinewith
organisationalprotocols.
2 Negotiatethetermsoftheagreementusingappropriatenegotiationte
chniquestomaximisethebenefitsforbothparties.
3 Overcomeanychallengesthroughoutthenegotiationprocess.
4 Usedappropriatecommunication,askedopenquestionstogaininfor
mation,clarifiedinformationandlistenedcarefully,ensuringtheyclea
rlyexplainedcomplexinformation,adjustingtheircommunicationan
dinformationtosuitthecustomers’needs.
5 Behavedprofessionallyandwithintegritythroughoutthemeeting,en
suringtheydemonstratedhigh-
levelcommunicationandestablished,strengthened,andmaintaine
dapositiveworkingrelationshipwiththecustomertoachievejointoutc
omes.
6 Completedthesecondpartofthenegotiationpreparationtemplatedo
cumentingtheagreedoutcomes.
TaskA3A – catering agreement

Itis3pm,andthemeetinghasjustfinished.Youmustnowformalisetheagreementinwritingandsendtoyou
rmanagerforfinalapproval.
Step 1 Open and completetheSITXMGT002_AT2_A3_Cateringagreementtemplatefrom the
Student Supporting Documents folderwiththedetailsyouagreedtointhenegotiation.
Step 2 Upload this document once completed into the submission portal for this task
Champion Sports Bar - Catering Agreement

Catering proposal for Client
Number of covers 150
Event date August 1, 2021 Event time 1:pm
Food
Item agreed Price/cover Total price

Smoked Chicken w Apple Appetisers 15 2250
Tarragon Crostini
Honeyed Sausages (H)
Mini Leek + Cheese
Tartlets
Blinis w Crème Fraiche +
Smoked Salmon
Chili + Garlic Prawns
Goats Cheese Bon Bons
Peking Duck Pancakes w
Plum Sauce
Chicken Liver Parfait + Main meal 50 7500
Onion Marmalade
Basket of Home-Made
Breads
Fillet of Beef w Chunky
Chips, Green Peppercorn
Sauce, Glazed Carrots +
Green Beans
Meringue Roulade w
Berries + Raspberry
Coulis
Beverages
House wine + beer Bar tab # 1 2000

Staffing (no additional charge if all-inclusive price)
10# Servers $2,200.00
2# Bartenders
2# Chef
Rentals Sound equipment $150.00
Decorations Table centrepieces (examples)
400
Flower arrangements for serving tables
Total estimated amount
Subtotal 14500
Goods and services tax (GST)10% 1450
Total 15950
Deposit due 50% deposit due 7975
Balance Owing 7975
The above estimate is not a guaranteed amount. The final invoice amount will reflect charges
according to the final guaranteed guest count and any additional charges incurred as
approved by Client and our Catering Manager.
To ensure booking of this event, please read and sign the attached Catering Policies. You may
fax or mail a copy with the above deposit amount to accounts@marinoenterprises.com.au.
Champion’s Sports Bar - Catering Policies

Guarantees on number of covers - Food, beverage and add-on items charges based on
number of covers will be based on the Client’s final guarantee. Final guest counts are due no
later than one week before the date of the event. If no final guest count is received, we will
use the number of guests used in the attached proposal. If the guaranteed guest count falls
below 75% of the proposal guest count, the price per cover may be increased. We will make
every effort to accommodate any last-minute increases in the guest count.
Staffing
Our staff will be dressed in black tie unless you request something different. Our proposal
includes staffing for up to 4 hours beginning at the starting time through final clean-up of the
event. Overtime is billed at the rate of $15.00 per hour. No overtime will be incurred if the
event ends on schedule. We reserve the right to increase or decrease the number of staff if
the guaranteed guest count is 10% higher or lower than the number included in this
proposal.
Deposit and cancellation policy
A deposit of 50% of the Total Estimated Amount is needed to confirm the booking of this
event. Deposit refunds on cancellations are handled as follows:
 Notice over 30 days prior to event: full refund of deposit
 Notice 10 to 29 days prior to event: 50% refund of deposit
 Notice less than 10 days prior to event: no refund of deposit
Final payment - Clients will be billed for the balance due within one week after the event.
The invoice amount is due upon receipt. Upon review and acceptance of the proposal and our
catering policies, please sign below and return this document with your deposit.
Signatures
Champions Sports Bar Date
representative
Client Date
Champion’s Sports Bar details
Address 243-249 Park Street, Robinsvale 3999
ABN 46546513218
Phone (03) 98798 55465
Contact email
Accounts payable email accounts@marinoenterprises.com.au
Remember upload this document once completed into the submission portal
for this task.

y satisfactory
Comment if NYS
Task A3B- email agreement

Step 1
Attachacopyoftheagreementtothe email you now need to send yourmanagerandinclude:
 an overview of how the meeting went and the negotiation tactics you used
 the total package price you agreed to

 a request for feedback and approval
 other information you deem appropriate
 thedayandtimeyouaresendingtheemail(underneathyourname).
To palo
Send From
 Subject Agreement to meeting
Catering Agreement
Dear Palo,
I’m writing this email as an agreement on August 1, 2021. With agreeing all the negotiations
and total price of $15950 with proper menu selection.
Particulars WHEREAS the CLIENT will have an event/function described as follows:
Event/Function Name: PaloandSons Event
Date:8th august ,2021
Guest Count:150
Fifty percent (50%) of the estimated contract cost of 15950 is due and demandable at the time
of booking, to be deducted from the Total Final Payment, unless other prior arrangements have
been made. All deposits are non-refundable. There will be an ten percent (10%) Service
Charge for all events/functions, unless otherwise specified. This service charge is an operating
cost to cover insurance, advertising, admin staff, trucks maintenance, fuel to get to events, and
other general operating costs. This service charge is NOT gratuity for event/function staff.
Final Guest Count, not subject to reduction, is due the Friday at least seven (7) days, prior to
the event date, by 12:00 noon. Any additional Guest after the stated period is subject to extra
charges as may be imposed by the CATERER.
Food quantities as per agreement would be 5 appetizer and 4 maincourse with coffee and wine
and beer served. CATERER is a fully licensed and insured company in all aspects.
CATERER’S policy includes Alcohol/ Liquor Liability Insurance. Specifics available upon
request.
CATERER assumes no responsibility for ANY damage or loss of merchandise, alcohol,
equipment, furniture, clothing or other valuables prior to, during or after the event. CATERER
will do everything possible to ensure that all of CLIENT’s supplies, rentals and equipment are
cared for and maintained in good working order and without damage.
This Agreement shall be governed by and construed in accordance with the laws of the parties
hereto have caused this Agreement to be duly executed on their behalf by a duly authorized
representative as of the date first set forth above.
Yours faithfully,
Beforeyousendyouremail,checkyouhave attached the agreement and have

usedeffectivecommunication.
Step 2
Step 3
After sending your email take a screen shot of the sent email and paste it below.
Step 4
appropriate submission linkfor this task.

email?
Comment if NYS
Youhavereceivedthisemailfromyourmanager:
From: Aarav.Kaur@championssportsbar.com.au(fictional)
Subject: PaloandSonsEvent–8thAugust
Goodafternoon
Thanksforkeepingmeupdated.Thisisnowapproved.
AaravKaur
GeneralManager
T:03XXXXXXXX
E:Aarav.Kaur@championssportsbar.com.au(fictional)
A:243-249ParkStreet,Robinsvale3999(fictional)
Step 1
NowyouhaveobtainedapprovalfromyourmanageremailacopyoftheagreementtoPalo(thecust
omer)inMoodleinaccordancewith“HowtosendemailsfromMoodle–Student”andinclude:
 anopeningstatementtobuildtherelationship
 theagreementattachment
 anoverviewofwhatisattachedandthetotalpackagepriceyouagreedto
 arequestfortheagreementtobesignedandreturned
 otherinformationyoudeemappropriate.
To Palo
From Manager
Send Subject Approval of the catering

The agreement attachment
Dear palo,
I am sending this request for your approval of our catering proposal.We have created a
detailed agreement that I have attached to this email. Once you approve our proposal, we will
gets started on the preparation. You will find this agreement to be a comprehensive answer to
better engaging our current customers with retargeted advertising. I know you have been
seeking an answer to how we can generate more return business, and I am confident that this
is our answer. I look forward to your response.
Sincerely,
Beforeyousendyouremailcheckyouhave attached the agreement and have

usedeffectivecommunication and techniques to build the relationship.
Step 2
Step 3
Step 4

email?
Comment if NYS
TaskA5 – confirm numbers

Itisnowthe25thofJuly20XX,
andPalohaspaidthedepositbuthasnotconfirmedthenumberofguestsattendingtheluncheon.Inturn,yo
uhavedecidedtotaketheinitiativetocontactPalotocheckinwithhowtheyaregoingwitheventpreparation
sandtoconfirmthetotalguestnumbers.
Step 1
Todothis,writeanemailtofollowup.
To Palo
Send From
 Subject Confirmation
Dear palo,
Thank you for the confirmation of the reservation. If we can verify your status it
would be great, by confirming the mail and the preparation as well as the
confirmed guest number who will attend the event.
Sincerely,
Beforeyousendyouremail,checkyouhaveusedeffectivecommunication and techniques to maintain

the relationship and build rapport.
Step 2
Step 3
Step 4

email?
Comment if NYS
TaskA6 – update agreement

Palohasrespondedtoyouremail:
From: Palo@paloandsons.com.au(fictional)
Subject: Endoffinancialyearluncheon–8thAugust
Goodafternoon
Thanksforgettingintouch!Wenearlyhaveeverythingorganised–justwaitingonthestaffawardtrophiestoarrive
�Ihavecheckedwithmyassistant,andweactuallyhave153confirmedguests–
Ihopethiswon’tbetoomuchtrouble?
Ofcourse,Iunderstandwewillneedtopayextraforthoseguests.Wehavealreadypaidour50%deposit,soifyouca
nletmeknowthebalanceandcansendarevisedagreement,Iwillgettheremainingpaidthisweek.
Wearereallylookingforwardtoit!
Regards
Palo
ManagingDirector
AfterspeakingwithAarav,hehasconfirmedbecausethisagreementisofcommercialsignificance,theonl
yadditionalchargesneedtobeaddedwillbetheperheadcostsfortheappetizersandmainmeal.Aaravsaid
wewouldhonourtheoriginalcoffeeserviceandbarpackageprice–
nochangeisneeded.Asaresultofthethreeextraguests,adjustthecateringagreementtoreflectthechang
esandprovidePalowiththetotalbalancedue.
Step1
OpenthecateringagreementyoufinalisedinTaskA3andsaveacopy as SITXMGT002
_[YourName]_AT2A6_Catering
agreementsubmission1Inthenewcopy,turnon‘trackedchanges’sothechangesareeasilyidenti
fiedandmakeadjustmentsto:
 number of covers
 total cost for the appetizers
 total cost for the main meal
 subtotal
 Goods and services tax (GST)
 total
 50% deposit – document ‘paid’ to the right of the number.
Step2
Save this document and nameitSITXMGT002 _[YourName]_AT2A6_Catering
agreementsubmission1(ifyourfirstattempt,submission2ifyoursecondetc.). Upload this to
the submission portal for this task.
Step3
Attach the new agreement to Palo via email and include:
 an overview of what is attached, changes made, and original terms honoured
 the balance due (new total less deposit already paid)
 other information you deem appropriate
In your email, copy in (cc) your assistant manager Bryan Davies
(Bryan.Davies@championsportsbar.com.au) to keep them up to date with these changes.
To Bryan davies Bryan.Davies@championsportsbar.com.au

Send From
 Subject Catering agreememt modification
Endoffinancialyearluncheon–8thAugust
Dear sir,
The fuction listed for August 8, 2021 named palo and son event have certain
changes in the covers and the price, the total cover listed was 150 where there is
the increment of 3 covers making it 153 covers. The price range for the 3 extra
covers have been excluded in the early budgeting and the total price would
change from
Total-14695
GST-1469.5
Total-16.164.5
Total amt to pay as deposit-8082.25
Total deposit-7650
Due deposit-432.25
I have attached the mail of palo respond of the particular modification.
Sincerely,
Beforeyousendyouremail,checkyouhave attached the agreement and

Step 4
Step 5
Step 6

email?
Comment if NYS
TaskA7 - follow up on relationship

Itisnowthe10thofAugust,andyouhavereturnedfromaweeklongmanagementcourse.Yourassistantma
nagershavebeenfillingyouinonhowwelltheluncheoneventwent.Theysaidtheeventranwithoutanyissu
esandtheguestswereverypoliteandapleasuretoserve.Givenyouwerenotattheevent,youmustnowcon
tactPalotofollowupandmaintainthebusinessrelationship.
Step 1
Todothis,writeanemailtoPalotofollowup.
To Palo
Send From
 Subject Follow up
Dear sir,
This letter serves as a follow up thank you and appreciation for you with respect on
8th aug 2021.We would like to thank you for being a participation in the event.
Thank you for gining us the recent opportunity to provide u with the service and
event.
sincerly
Beforeyousendyouremail,checkyouhaveusedeffectivecommunication and techniques to maintain

the relationship and build rapport.
Step 2

Step 3
Step 4

email?
Comment if NYS
PartA:Markingcriteria
Didthestudent… S N Feedback(MUSTbepro
S videdifNSisticked)
WriteanemailtoPalo,attachingthecateringmenu,usingeffectivecommunication,w ☐☐
hichincluded:
A  anappropriategreetingandintroduction
1  aconfirmationofthedateandtimetomeettodiscussthedetailsoftheevent
 anoverviewofwhatisattached
 otherinformationtheydeemedappropriate
A Completeallsectionsofthenegotiationpreparationtemplate,includingthe ☐☐
2 agreedoutcomesinsection2ofthetemplate.
A Developacateringagreementbasedonthenegotiatedoutcomes. ☐☐
3
Sendtheagreementtotheirmanagerviaemail,usingeffectivecommunication,whic ☐☐
hincluded:
 anoverviewofhowthemeetingwentandthenegotiationtacticstheyused
 thetotalpackagepricetheyagreedto
 arequestforfeedbackandapproval
 otherinformationtheydeemappropriate
 Thedayandtimetheyaresendingtheemail(underneaththeirname)
A SendtheagreementtoPaloviaemail,usingeffectivecommunication,whichincluded: ☐☐
4  anopeningstatementtobuildtherelationship
 overviewofattached+totalpackagepriceagreedto
 arequestforagreementtobesignedandreturned
A5 WriteanemailtoPalo,usingeffectivecommunicationandinterpersonalskillstofollo☐ ☐
wupwitheventprogressandtoconfirmguestnumbers.
A Amendthecateringagreement,usingtrackedchanges,makingchangestothefollowi ☐☐
6 ngsections:
 numberofguests
 total costfortheappetizers
 total costforthemainmeal
Didthestudent… S N Feedback(MUSTbepro
S videdifNSisticked)
 subtotal
 salestax
 total
 50%deposit–document‘paid’totherightofthenumber
SendtheagreementtoPalo(ccBryan)viaemail,usingeffectivecommunication,whic ☐☐
hincluded:
 anoverviewofwhatisattached,andchangesmade
 thebalancedue(newtotallessdepositalreadypaid)
A WriteanemailtoPalo,usingeffectivecommunicationandinterpersonalskillstofollo ☐☐
7 wupwitheventconclusionandmaintainthebusinessrelationship.
Instructions:PartB–
Establishandconductabusinessrelationshipwithasupplier
Itisnowthe5thofSeptember
20XX.Thecurrentcoffeemachineonlyhasonegroupheadandtomeetcurrentdemand,thebarneedsacof
feemachinewithatleastthreegroupheadstobeabletokeepupwithcoffeeorders.Inturn,Aaravhasbeenr
esearchingcommercialcoffeemachinesuppliersandhassentyoutheemailbelow:
From: Aarav.Kaur@championssportsbar.com.au
Subject: Newcoffeemachine
Attachment: Supplierquotes.doc
Goodmorning
Asyouareaware,weneedanewcoffeemachineASAP!
Ihaveobtainedthreepreliminaryquotes(seebelow)pertheprocurementpoliciesandprocedures.Asyoucansee
,eachoptionhasadvantagesanddisadvantages.Basedonthecurrentinformation,IthinkCawfeeXpressislookin
glikethebestoption.
Iamonleaveforthenext 2
weeks,pleasehandlethenegotiationsfromhere.IwouldlikeyoutocontactCawfeeXpressandarrangeameetingt
onegotiatethequoteIreceived.Intotal,weareaimingfor:
 Monthlyfee–nomorethan$390+GST
 Consumables–nomorethan$285+GST
 Contractterm–ideally18months
Inadditiontotheabove,Iwouldlikethemtoprovidesometraining,atleastonesessionforourstaffaspartoftheimple
mentation–thisisnon-
negotiable.Itmightbegoodtoleverageourpositionbycomparingdetailsoftheotherquotesweobtained-
CawfeeXpressmaybeatthecurrentpricetosecureourbusiness.
CawfeeXpresswilllikelyhavetheirownleaseagreement,sorequestacopyandgetthefinanceteamtoreadoverth
etermsbeforeyoumeetwiththem.Pleasegetthefinanceteamtoapprovetheagreementbeforesendingthesigne
dcopytothesupplier.
ItrustyouwilldoagreatjobandIhopetoseethebrand-newcoffeemachineuponmyreturn �
Regards
AaravKaur
GeneralManager
T:03XXXXXXXX
E:Aarav.Kaur@championssportsbar.com.au(fictional)
Supplier quotes X3
Supplier name Cawfee Xpress Ben’s Beans Caffeine Kick

Contact name George Bosco Ben Smith Hilda Vander
Contact email george@cawfeexpress.com.au Ben@bensbeans.com.a H.Vander@caffkick.com.a
u u
Term of 24 months 36 months 12 months
agreement
Monthly lease fee $425 + GST $1500.00 + GST $800 + GST
Consumables/mo $300 + GST Nil requirements $200 + GST
nth
Maintenance a a a
Training × a ×
Advantages Price No consumables, we can Length of term
Maintenance included use our own beans Consumables price
and chocolate powder
Quality coffee beans Training included
Training included
Disadvantages Term is slightly too long, aimingLength of the term High monthly fee
for 18 months Price No training
No training
TaskB1 – email client

Asinstructed,youmustestablisharelationshipwiththesupplierandrequestameetingtodiscussthepoten
tialofacoffeemachinelease.
Step 1
Todothis,writeanemailtoGeorgeBosco(CawfeeXpress)inMoodleinaccordancewith“Howtosendemai
lsfromMoodle–Student”,andinclude:
 anappropriategreetingandintroduction
 arequestforameetingtodiscussacoffeemachinelease
 arequestforacopyofthestandardleaseagreement

To George bosco
Send From
 Subject agreement
Dear sir,
I am writing this letter to inform you that we are interested in the product that you supply. I would
like to tell you that, we would love to associate with you.
We would like to meet with you and discuss about the future possibilities with your company. We
are interested about your product as it is our intent to market these types of products for our
customers. We are ready to have a meeting with you at your office within 15 days.
You can reach us through email and can take a review at our portfolio. We are looking forward to
hearing you.
Sincerely,
Beforeyousendyouremail,checkyouhave met the criteria above and have

usedeffectivecommunication and techniques to establish and build the relationship.
Step 2
Step 3
Step 4

email?
Comment if NYS
TaskB2 – confirm details

YouhavereceivedanemailresponsefromGeorgebelow:
From: george@cawfeexpress.com.au
Subject: RE:Newcoffeemachine
Attachment: Equipmentleaseagreementtemplate.doc
Goodmorning
Sonicetovirtuallymeetyou!HowdoesWednesdaythe11thofSeptemberat3pmsound?
Iwillbeinthearea,soIwillcometoyou.
Ihaveattachedourstandardleaseagreement–
Iamsureyouwilltryandhagglewithmetolockinthemonthlyfeeandconsumables,soIhaveleftthoseblank.
Lookingforwardtomeetingyou�
Cheers,
GeorgeBosco
SalesManager
Nowyouhaveaconfirmedmeetingandacopyoftheleaseagreement,youneedtoseekadvicefromthefina
nceteamwithregardtothecurrenttermsintheagreement.
Step 1
Todothis,sendacopyoftheleaseagreementinanemailtoJoanieTimms-
ChiefFinancialOfficer(CFO)inMoodleinaccordancewith“HowtosendemailsfromMoodle–Student”,
including:
 anoverviewofthecurrentsituation
 referencetowhatisattached
 arequestforadviceonthecurrenttermsinthelease
 arequestforwordingtoincludeintheagreementfortheprovisionoftraining
To Joanie timms
Send From
 Subject Advice for the choose of supplier
Dear joanie timms,

It is with great pleasure that I recommend Cawfee Xpressas a recipient of the Material
handling of the coffee beans, chocolate powder and cleaning tablet. As been a
valuable integration partner for our company, I have found the company to be world
class in many ways.
Seeking positive and on time reply from your side.
Sincerely
Beforeyousendyouremail,checkyouhave met the criteria above and have

Step 2
Step 3
Step 4

email?
Comment if NYS
TaskB3 – plan for meeting/negotiation

ItisWednesdaymorning,andJoaniehasrespondedtoyouremail(justintime!):
From: Joanie.Timms@marinoenterprises.com.au(fictional)
Attachment: Equipmentleaseagreementamended.doc
Goodmorning
Thankyouforyouremail.Ihavemadeafewamendmentstotheequipmentleaseagreement(attached),andIhave
highlightedtheminbluesoyoucaneasilyseethechanges:
 Parametersforconsumables–
weneedtospecifythekilogram(KG)commitmentheretocoverourselves.Iwouldaimtogetthisaslowasp
ossibleastonotovercommit.
 Ihaveaddedaclauseto
protectusifCawfeeXpressdoesnotprovidesufficientstockorstocktoaqualitystandard.
 Trainingclause–thenumberofhourscanchange;Itookaguessatthetimeyouwouldneed.
OnethingIwasnotclearonistheleaseagreementsaysCawfeeMachine(Machine),MilkFridgesandsupplyofcoff
eeandrelatedproducts.InthefeesSubsection(a)itsays‘Rentalforeachmachineandfridgecombined’–
Iwouldgetthisclarifiedandstipulatethenumberofmachinesandfridges.Iassumeitwillbex1ofeachbutwillleavet
hatforyoutosort.
Goodluckinyournegotiation–beconfidentandarguewithfactsandcompetitordata;italwaysworksacharm!
Remember,ourstaffareexcellentatwhattheydo,somuchso,weneedanothercoffeemachine….So,whichevers
upplierwechoosewillbenefitfromhowamazingourstaffarewithfreebranding,marketing,andexposure.
PleasesendmetheagreementassoonasyouhavehadyourdiscussionsoIcanapproveit beforeyousign.
Regards
JoanieTimms
CFOChiefFinancialOfficer
Equipment Lease AgreementAmended

Agreement dated [insert]between:
Champion’s Sports Bar (client) and Cawfee Xpress (supplier).
The Cawfee Xpress Coffee Company Pty Ltd ABN 9455425310094 T/A Cawfee Xpress.
This agreement is for the rental of the Cawfee Machine (Machine), Milk Fridges and supply of coffee
and related products for the Machine by Cawfee Xpress to Champion’s Sports Bar.
1 Term
This agreement lasts for 24 months from date of install (Initial Term). After expiry of the Initial Term
this agreement will continueon a month-by-month basis until any party terminates by notice to the
other parties.
2 Fees
Champion’s Sports Bar must pay the following fees to Cawfee Xpress:
(a) Rental for each Machine and fridge combined:
 $ 400 -$500+ GST per month during the Initial Term for Premise
(b) Consumables
 Cawfee Kick Espresso Coffee Beans –$300-$500 Per Kg + GST, XKG minimum
 Cawfee Chocolate Powder $200-$400 Per Kg + GST, XKG minimum.
 Cleaning Tablets to be used daily on machine for milk hygiene cycle $100-$300 +GST per 120
tablets
(c) Maintenance
 No maintenance fees will apply in the Initial Term if the Machine is cleaned and operated as per
the procedures notified by Cawfee Xpress (as set out in the Operations Manual or any other
document provided by Cawfee Xpress) and all consumables listed above are purchased
exclusively from Cawfee Xpress
 Cawfee Xpress agrees to provide technical assistance, ongoing equipment maintenance,
ongoing equipment support and/or replacement equipment in a timely matter
 Cawfee Xpress may charge Champion’s Sports Bar, and Champion’s Sports Bar must pay to
Cawfee Xpress, its then standard maintenance and repair charges if:
o Champion’s Sports Bar does not purchase all consumables used by the machine from
Cawfee Xpress;
o Champion’s Sports Bar does not clean and operate the Machine in accordance with the
procedures notified by Cawfee Xpress;
o the Machine is returned to Cawfee Xpress in a damaged condition; or
Cawfee Xpress is otherwise required to repair the Machine as a result of any damage, misuse,
neglect or vandalism while the Machine is in the care of Champion’s Sports Bar.
3 Consumables requirements
(a) Champion’s Sports Bar must purchase consumables for the Machine only from Cawfee Xpress.
(b) Champion’s Sports Bar will allow Cawfee Xpress’s representative to come to the Premises and
monitor the machine mechanical usage meter.
(c) If Cawfee Xpress does not provide consumables, on time and to a quality standard, Champion’s
Sports Bar must contact Cawfee Xpress immediately to resolve the issue. In the event that
consumables are not delivered on time, or to a quality standard, Champion’s sports Bar can
purchase alternative consumables and must notify Cawfee Express in writing.
4 Payment
(a) Champion’s Sports Bar will pay Cawfee Xpress the monthly rental fee monthly in advance. All
consumables will be paid 30 days from month end
(b) If Cawfee Xpress makes a supply under or in connection with this agreement in respect of which
GST is payable, unless otherwise expressly specified, the consideration amount for that supply will
be increased by an amount equal to the prevailing rate of GST at that time.
5 Ownership and risk
Title to the Machine remains with Cawfee Xpress and the Machine always remains Cawfee
Xpress’s property. Risk in the Machine will pass to Champion’s Sports Bar upon delivery.
6 Obligations of Champion’s Sports Bar
Champion’s Sports Bar agrees that:
(a) it will not assert any right to the Machine other than the right to use as permitted by this
agreement
(b) the Machine is not supplied for personal, domestic or household use or consumption
(c) the Machine is not and will not become a fixture
(d) it will not move the Machine from the Premises without Cawfee Xpress’s prior written approval;
and
(e) it will only use the Machine in accordance with instructions provided by Cawfee Xpress.
7 Liability
(a) To the extent permitted by law, Cawfee Xpress excludes any express or implied warranties,
conditions, representations or guarantees (including fitness for purpose) in relation to the Machine
or consumables.
(b) Cawfee Xpress’s aggregate liability to Champion’s Sports Bar arising under or in connection with
this agreement for whatever reason and however incurred is limited to the total fees paid by
Champion’s Sports Bar under this agreement.
(c) Cawfee Xpress excludes all liability for indirect, special or consequential loss, including loss of
profits, loss of opportunity or the cost of procurement of replacement products or services.
8 Insurance
Champion’s Sports Bar must keep the Machine insured at its full replacement value of $12990+GST
(a) This agreement is governed by the laws applicable in Victoria and subject to the jurisdiction of
Victorian courts.
(b) This agreement constitutes the entire agreement between parties in relation to its subject matter.
(c) A variation to this agreement will only be effective if signed in writing by each party.
(d) This agreement may be signed in counterparts.
9 Training
On the day of installation, Cawfee Xpress will provide a 3-hour training session to run
through the components of the machine, operational requirements and maintenance tasks.
Champion’s Sports Bar’s Details
Address 243-249 Park Street, Robinsvale 3999

ABN 46546513218
Phone (03) 98798 55465
Contact email
Accounts payable email accounts@marinoenterprises.com.au

Date
Signature
Nowyouhavetheamendedleaseagreement,youcanbeginpreparingforyourmeetingand negotiation
withGeorge.Toprepare,completetheNegotiationpreparationtemplate below.
Negotiation Preparation (Part B)

Meeting date and time Wednesday, 3pm
People in the negotiation George Bosco + Student
Prepare
What is the goal of the This agreement is for the rental of the Cawfee Machine (Machine),
negotiation? Milk Fridges and supply of coffee and related products for the
Machine by Cawfee Xpress to Champion’s Sports Bar.
BATNA – Best Alternative
Rental fee (+GST) $ 495
to a Negotiated
Agreement
Lease term (in
$100
months)
Cleaning Tablets
$200
price per quantity
Cawfee Kick
Espresso Coffee $450
Consumables (+GST) Beans/kg
Cawfee Chocolate
$350
Powder/kg
Total $1000
On the day of installation, Cawfee
Xpress will provide a 3-hour training
Training session to run through the components
of the machine, operational
requirements and maintenance tasks.
WATNA – Worst Rental fee (+GST) $440
Alternative to a Lease term (in
Negotiated Agreement months) $100
Consumables (+GST) Cleaning tablets

price per quantity $100
Cawfee Kick
Espresso Coffee $300
Beans/kg
Cawfee Chocolate $300
Powder/kg

Total $700
On the day of installation, Cawfee
Xpress will provide a 3-hour training
Training session to run through the components
of the machine, operational
requirements and maintenance tasks.
What are two (2) 1 Quantitative
on your side of the 2 Qualitative
agreement?
What are two (2) 1 Customer satisfaction score
on the customers side of 2 Customer effoet score
the agreement?
List three (3) negotiation 1 Reframe anxiety
techniques you will use
to maximise the benefits 2 Anchor the discussion
of the relationship for 3
both parties. Asking for advice
List one (1) internal Issue Solution
issue and one (1) Internal
external issue that could Personality Keep a positive attitude towards the
impact the negotiation outcome of the meeting
and document an
appropriate solution to
overcome the issue. External Third party Keep a direct contact with the
negotiation supplier
Open
1
2
Argue
Document data, prices, facts, statistics and other documentation you will present:
The prices are listed in two contexts best alternative and worst alternative.
For the statistics presentation will be done on the basis of the tabulation and
mappings.
Price is determined on the service provided as per monthly basis.
Explore
Document areas you are willing to compromise on to find a solution:

Getting the recommendation.
Supervision
Mutual agreement
Mutual concessions etc
Signal
Provide an overview of how you plan to indicate readiness to work with your customer in your

meeting:
Setting objectives when negotiating with suppliers
Understand your supplier
Developing a negotiating strategy
Negotiating team
Conduct negotiations
Negotiating on price
Running checks on your supplier
Drawing up a contract for your purchase
Package
Provide an overview of what you plan to propose as the total package for the agreement:
price
value for money
delivery
payment terms
after-sales service and maintenance arrangements
quality
lifetime costs of a product or service
whether or not the product or service is essential to your business
Close
Provide an overview of how you plan to close the meeting:

First check the contract to see whether there are penalties for terminating the deal early. Ideally,
when drawing up the contract, you will have agreed an exit clause that minimises what you have to
pay. Otherwise, the penalties may be such that you are effectively locked in with that supplier. If the
quality and effectiveness of your supplier decreases, your business may suffer.
As well as financial barriers to changing suppliers, you will also face operational ones. There may
be disruption to your business when you switch to a new supplier with different processes or
systems.
Make sure that your existing supplier gives you all the information you need to make the transition
smoother. If possible, negotiate so that your new supplier takes responsibility for handling the
changeover process.
To avoid such problems, you should think about the possible pitfalls of ending a contract early at the
contract negotiation stage. For example, if the contract is for customised software, you should make
sure that ownership of intellectual property is clearly defined at the outset.
You should consider seeking legal advice when drawing up important contracts.
It is a good idea to have guidelines in place for dealing with ending a supplier contract and help you
to avoid alienating a supplier you may need later.
Explain to the supplier why you are ending the contract. They may be able to offer you a better deal
- and save you disruption - by lowering the price or raising the quality of goods or services they
provide.

Sustain
Provide an overview of what will occur after the meeting

Note: Document outcomes and agreed performance indicators after your roleplay to
ensure you have a record for preparing your final agreement
Agreed outcomes and performance indicators
$480 Cleaning tablets price $200
Rental fee (+GST)
per quantity
Lease term (in $100 Cawfee Kick Espresso $350
months) Coffee Beans/kg
Training On the day of $300
installation,
Cawfee Xpress
will provide a 3-
hour training
session to run
Cawfee Chocolate
through the Powder/kg
components of
the machine,
operational
requirements and
maintenance
tasks.
Total (inc. GST)
Other notes applicable to the final agreement:
Onceyouhavecompletedyournegotiationpreparation,youarereadytoparticipateinaroleplaywithGeor
ge(playedbyaclassmatenominatedbyyourassessor)tonegotiatethetermsoftheequipmentleaseagre
ement.
Yourassessorwillobserveyourroleplayandwillassessyouusingtheobservationchecklistonthe
nextpage.Reviewtheobservationchecklistbeforecompletingyourroleplaytoensureyouunders
tandwhatyourassessorwillbelookingfor.Detailsofyourroleplayare:
Roleplaytitle Negotiatetermsoftheequipmentlease
Participants Student+1classmatetoplaytheroleofGeorge
Date/time/lo Trainer/assessortoadvise
cation
Roleplayleng Approximately25minutes
th
Priortotherol CompleteeachsectionoftheSITXMGT002_AT2B3_Negotiationpreparationtemplatetoimplementea
eplay chstageofthenegotiationprocesseffectively.
FamiliariseyourselfwiththeemailfromAaravinTaskB1soyouunderstandthethresholdsforthenegotia
tionandthecompetitorquotestohelpyouleverageyourarguments.
Requiredres  Negotiationpreparationtemplate(firstpartcomplete)
 Pen,paperordevicetodocumentoutcomesinthesecondpartofthepreparationtemplate
ources
 Acalculatortocalculatetotalsasyougothroughthediscussiontoensureyoudonotagreetoanythin
gabovethethreshold
 AcopyoftheSITXMGT002_AT2PartB_Supplierquotestohelpyoudiscussandreferencecompetito
rpricingwiththesupplier
 Theupdatedleaseagreement-SITXMGT002_AT2_B3_Equipmentleaseagreementamended
 Confirmyourtrainer/assessorhasprovidedtheroleplayparticipantwiththeirroleplayerguide
Meetingobje Duringthemeeting,youmustensureyou:
ctives a) greetthesupplieranddiscussyourrequirementsusinghigh-
levelcommunicationtoestablishandbuildtherelationship
b) negotiatethetermsoftheequipmentleaseagreementusingappropriatenegotiationtechniq
uestomaximisethebenefitsforbothparties
c) overcomeanychallengesthroughoutthenegotiationprocess.
Additionalre Duringtheroleplayyoumustalsoensureyou:
quirements  useappropriateverbalcommunication,askopenquestions,andlistencarefullytoconfirmund
erstandingandseekfeedbackonyourproposedcontractterms
 documentcontracttermsinthesecondpartofthepreparationtemplatesoyouhavearecordfor
whenyoupreparetheformalagreementinTaskB4.
After the roleplay:

Update the negotiationpreparationtemplate in this document and upload it when you upload
this document.

y satisfactory
Comment if NYS
PartBObservationChecklist
Step1
Donotfillinanythinginthissection.YoushouldreadtheMarkingcriteriaindetailasittellsyouwhatth
eassessorwillbelookingforwhentheyobserveyouandhowyouwillbemarked.
Step2
YourassessorwillbecompletingtheObservationMarkingcriterialistbelowbasedontheirobserv
ationsofyourskills.YourassessorwilluploadacopyofthecompletedMarkingcriteriatoMoodle.Y
ouwillbeabletoseeyourresultforthisUnitandtheassessor’sfeedbackinthatcopyonMoodle.
Markingcriteriaforroleplay–thistableistobecompletedbyassessorONLY
Duringthecustomerinteractionsofthefollowingskill,behaviourortasktoindustrystan Result Commen

dard? t-
PlaceaSforSatisfact
oryandaNSifstudent Assessors
performanceisNotS detailobse
atisfactory rvations
forthisstud
ent. This
is
evidence
theassess
mentwasc
onducted,
and
student
performan
cewasSati
sfactory.
Anytaskm
arkedNS,
MUST
have a
comment
and
detailedex
planationo
fwhatwaso
bserved.
GreetthesupplierandexplainChampion’sSportsBar’srequirementsusing
high-
levelcommunicationtoestablishandbuildtherelationshipinlinewithorganis
ationalprotocols.
Negotiatethetermsoftheagreementusingappropriatenegotiationtechniqu
estomaximisethebenefitsforbothparties.
Overcomeanychallengesthroughoutthenegotiationprocess.
Usedappropriatecommunication,askedopenquestionstogaininformation
,clarifiedinformationandlistenedcarefully,ensuringtheyclearlyexplainedc
omplexinformation,adjustingtheircommunicationandinformationtosuitth
esuppliers’needs.
Behavedprofessionallyandwithintegritythroughoutthemeeting,ensuringt
heydemonstratedhigh-
levelcommunicationandestablished,strengthened,andmaintainedaposit
iveworkingrelationshipwiththesuppliertoachievejointoutcomes.
Completedthesecondpartofthenegotiationpreparationtemplatedocumen
tingtheagreedoutcomes.
TaskB4 – formalise agreement

Itis4pm,andthemeetinghasjustfinished.Youmustnowformalisetheagreementinwritingandsendtothe
CFOforfinalapproval.
Step1
Openthe‘SITXMGT002_AT2_B3_Equipmentleaseagreementamended’fileandmakethenec
essarychangeswiththedetailsyouagreedtointhenegotiation.
Step2
SavethisdocumentandnameitSITXMGT002_[YourName]_AT2B4_Leaseagreementsubmis
sion1(ifyourfirstattempt,submission2ifyoursecondetc.). Upload this document to
submission portal for this task.
Step3
Attach acopyoftheagreementtotheemail you are to send to
CFO(Joanie)inMoodleinaccordancewith“HowtosendemailsfromMoodle–
Student”file,andincludes:
 anoverviewofhowthemeetingwentandthenegotiationtacticsyouused
 otherinformationyoudeemappropriate
 thedayandtimeyouaresendingtheemail(underneathyourname).
To Chief financial officer

Send From
 Subject Approval of the agreement
Dear joaniee,
This letter confirms and memorializes our recent discussion regarding the terms
of choosing the supplier from our company for the cawfee xpresss company.
Please indicate your agreement to the terms set forth herein by your signature
and calculating the cost and benefits. Please pay up you reasonable legal fees
incurred in connection with reviewing and negotiating this letter, provided that
you shall provide documentation regarding such fees and costs in the manner
generally required by Bankrate under its policies and procedures.
Sincerely,

Step 4
Step 5
Step 6

email?
Comment if NYS
TaskB5–build relationship
YouhavereceivedanemailfromJoanie:
From: Joanie.Timms@marinoenterprises.com.au(fictional)
Attachment: Equipmentleaseagreement-approved
Goodafternoon
Thankyouforyouremail.Greatjobwiththenegotiation!
Theleaseagreementisapproved,soyoucansignandsendtoCawfeeXpress.Canyoupleaserequestinstallforth
e14thSeptember 20XX?
Regards
JoanieTimms
CFO
T:03XXXXXXXX
E:Joanie.Timms@marinoenterprises.com.au(fictional)
Step 1
NowyouhaveobtainedapprovalfromJoanie,sendacopyoftheagreementtothesupplierinMoodl
einaccordancewith“HowtosendemailsfromMoodle–Student”file,andincludes:
 Arequestfortheinstalltobecompletedonthe14thofSeptember 2021
To George
Send From
 Subject Approval for agreement for the supply
Copy of agreement with CFO
Dear George,
This letter is the approval of the agreement between champion sports bar and cawfee as
discussed in the meeting. So we can futher more build a good relation by making trades and
we request for the installation of the coffee machine and milk fridge by 14 th September 2021.
Best regards,

usedeffectivecommunication and techniques to build the relationship.
Step 2
Step 3
Step 4

email?
Comment if NYS
TaskB6 – update colleagues

GeorgehasconfirmedtheCawfeemachine and milk fridge
willbeinstalledat2pmonSeptemberthe14th.Healsoexplainedhewillbringwithhim10KGofcoffeebeans,
1KGofchocolatepowderandapacketofcleaningtablets,andhewillrunatrainingsessionfrom5pm–
8pmthesameday.
Assuch,thenewcoffeemachinewillbereadyforusefromthemorningofthe15thonward.
Step 1
Tohonourthenewagreement,existingconsumableswillneedtobestocktransferredtotheconferencece
ntre.Assuch,writeanemailtoyourassistantmanagersandcopyin(cc)yourteaminMoodleinaccordance
with“HowtosendemailsfromMoodle–Student”,toexplainthenewsituation.Youremailmustinclude:
 anexplanationofwhenthenewagreementwilltakeplaceandwhatwillbearriving
 arequestforallconsumablestobestocktransferredtotheconferencecentrenolaterthan5pmonth
e15thSeptember 20XX
 amandatethatnootherbrandedconsumablesaretobeusedfromnowon
 arequestforattendanceatthetrainingsession,includingdetailsofwhenitisoccurring
To George
Send From
 Subject New agreement
Dear George,
This letter is to notify about when the agreement will take place and when will it
arrive as the conference is to be held on 15 th sept 2021, 5 pm onwards. And we also
request u to attend the training season on that particular day.
Best regards,
Beforeyousendyouremail,checkyouhavemetthecriteriaabove,youhave to cc
theteam(allstaff@championsportsbar.com.au) and usedeffectivecommunication.
Step 2
Step 3
Step 4

email?
Comment if NYS
TaskB7 – maintain agreements

Threemonthshavenowpassed.CawfeeXpressrecentlyreleaseda‘KetoChocciePowder’alotofcustom
ershavebeenrequesting(morethan85%).AfterdiscussingthiswithAarav,hehasaskedyoucontactGeor
getoseeifitispossibletoswapthecurrentprovisionofCawfeeChocolatePowdertothenewketooption.
Inturn,youneedtoconsultwithGeorgeandfindoutwhetherornotthisadjustmentcanbemade,takingintoa
ccountthecurrentagreedperformanceindicators.
Step 1
Todothis,writeanemailtoGeorgeinMoodleinaccordancewith“HowtosendemailsfromMoodle–
Student”,tomaketherequest.
To George
Send From
 Subject Modification in supply
Dear George
We would like certain change in the supply if it is possible for the adjustment with
taking them in to account as we want to replace cawfee chocolate powder with (keto
choccie powder).
Hoping for positive response
Best regards,
Beforeyousendyouremail,besuretocheckyouhaveusedeffectivecommunication and techniques to

maintain the relationship and build rapport.
Step 2
Step 3
Step 4

email?
Comment if NYS
TaskB8 – change agreements

YouhavereceivedanemailresponsefromGeorgebelow:
From: george@cawfeexpress.com.au
Subject: RE:KetoChocciePowder
Goodmorning
Greattohearfromyou�Yes,theKetoChocciePowderisournumberoneselleratthemoment–
allthatchocolategoodnesswithoutthesugar!Theytasteexactlythesame.
Noproblematall,wecanmaketheswitch.Iwillevenkeepitatthesamepricebecauseyouareoneofmytopcustomer
s!
Ifyoucouldupdateconsumableintheequipmentleaseagreementandsendmetherevisedcopy,Iwillfile.
Cheers,
GeorgeBosco
SalesManager
Step1
OpenthecateringagreementyoufinalisedinTaskB4andsaveacopy.Inthenewcopy,turnon‘track
edchanges’sothechangesareeasilyidentifiedandmaketheadjustmenttothechocolatepowder.
Step2
SavethisdocumentandnameitSITXMGT002_[YourName]_AT2B8_Leaseagreementsubmis
sion1(ifyourfirstattempt,submission2ifyoursecondetc.). Upload this document to
submission portal for this task.
Step3
Attach the new agreement in an email
toGeorgeandccJoanie(soshehasthelatestcopy)andinclude:
 anoverviewofwhatisattached,thechangesmade,andtheoriginaltermshonoured
 astatementthankingGeorgeforallowingtheadjustment

To George, joanie
Send From
 Subject New agreement
Approval of agreement
Dear George and joaniee,

This letter confirms and memorializes our recent discussion regarding the terms of
the change or adjustment in the supply of product where cawfee chocolate powder
has been substituted with the keto choccie powder with mutual understanding.
Sincerely,

Step 4
Step 5
Step 6

email?
Comment if NYS
PartB:Markingcriteria
Didthestudent… S N Feedback(MUSTbeprovid
S edifNSisticked)
B WriteanemailtoGeorge,usingeffectivecommunication,including: ☐☐
1  anappropriategreetingandintroduction
 arequestforameetingtodiscussacoffeemachinelease
 arequestforacopyofthestandardleaseagreement
Didthestudent… S N Feedback(MUSTbeprovid
S edifNSisticked)
WriteanemailtoJoanie,usingeffectivecommunication,whichincluded: ☐☐
 anoverviewofthecurrentsituation
 referencetowhatisattached
B
2  arequestforadviceonthecurrenttermsinthelease
 arequestforwordingtoincludeintheagreementfortheprovisionoftrainin
g
B Completeallsectionsofthenegotiationpreparationtemplate,includi ☐☐
3 ngtheagreedoutcomesinsection2ofthetemplate.
B Developanequipmentleaseagreementbasedonthenegotiatedoutc ☐☐
4 omes.
SendtheagreementtotheCFOviaemail,usingeffectivecommunication,includi ☐☐
ng:
 anoverviewofhowthemeetingwentandnegotiationtacticsyouused
 thedayandtimetheyaresendingtheemail(underneathyourname)
B SendtheagreementtoGeorgeviaemail,usingeffectivecommunication,includi ☐☐
5 ng:
 arequestfortheinstalltobecompletedonthe14thofSept 20XX
B Writeanemailtotheirassistantmanagerandcctheteam,usingeffectivecommu ☐☐
6 nicationandinterpersonal,including:
 anexplanationofwhenthenewagreementwilltakeplaceandwhatwillbea
rriving
 arequestforallconsumablestobestocktransferredtotheconferencecentr
enolaterthan5pmonthe15thofSeptember
 amandatethatnootherbrandedconsumablesaretobeusedfromnowon
 arequestforattendanceatthetrainingsession,includingdetailsofwhenitis
occurring
B WriteanemailtoGeorge,usingeffectivecommunication,whichincludedarequ ☐☐
7 estfortheagreementtobeadjusted.
B Amendtheleaseagreement,usingtrackedchanges,toupdatetheconsumables. ☐☐
8 SendtheagreementtoGeorge(ccJoanie)viaemail,usingeffectivecommunicati ☐☐
on,whichincluded:
 anoverviewofwhatisattached,changesmade,andoriginaltermshonoure
d
 astatementthankingGeorgeforallowingtheadjustment
Result(forusebyassessoronly)
HasthestudentsignedthedeclarationofauthenticityorthishasbeendonethroughM ☐Yes
oodle?
☐No
ResultsforthisAssessmentTool PartA Satis ☐ NotSat ☐
facto isfacto
ry ry
PartB Satis ☐ NotSat ☐
facto isfacto
ry ry
Nameofassessor
Signatureofassessor
Hasreasonableadjustmentbeenmadebytheassessorinas ☐Yes ☐No

sessingthestudent’scompetencyinrespectofthisAssessm IfYes,theassessormustspecifythearran
entTool? gementsofthereasonableadjustment.
Describehere:
Dateofmarkingassessment
Ifresubmissionisrequired,providedate
Ifresubmissionisrequired,specifyrequirements Resubmissionduedateandti
me:
Thefollowingmustberesubm
itted:
Notetoassessor:oncethisResultsectioniscompleted,transferresulttotheStudentAssessmentTracker.

SITXMGT002 Student AT2 of 2 V2.2 OKRB

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SIT50416-DiplomaofHospitalityManagement(Release1)

SITXMGT002 Establish and conduct business relationships

SIT50416 - Diploma of Hospitality Management

Date Version Changesmade Author

20 August 2020 V1.0 Reformatted toQueensfordCollege Style Guide Cheryl Sen

Assessment due date

Submission date Attempt 1 Date: Attempt 2 Date: Attempt 3 Date:

Result for attempt (S or

Student declaration of authenticity

Submit 1. A copy of this Assessment Tool named: SITXMGT002 _[Your Name]_AT 2 of

Attachment: Communication protocol policy

Note:Accessemailattachments –Catering agreement template in

Champion Sports Bar Communication protocol policy

Champion Sports Bar Communication protocol policy

Task A1 – email for client meeting

you there and discuss on upcoming luncheon event.

Assessors use only Satisfactory ☐

Did you receive the ☐ Not yet satisfactory ☐

TaskA2 – plan for meeting/negotiation

Negotiation Preparation (Part A)

Negotiation Preparation (Part A)

Main Chicken Liver Decoration fresh flowers with

Coffee $4 Total (inc. Per cover-$84

Negotiation Preparation (Part A)

What are two (2) 1 Revenue per client

Negotiation Preparation (Part A)

Document areas you are willing to compromise on to find a solution:

Negotiation Preparation (Part A)

Provide an overview of how you plan to close the meeting:

Provide an overview of what will occur after the meeting

Role play Negotiatetermsofthecateringagreement

Assessors use only Satisfactor ☐ Not yet ☐

Duringthecustomerinteractionsofthefollowingskill,behaviourortasktoi Result Comment -

TaskA3A – catering agreement

Champion Sports Bar - Catering Agreement

Champion Sports Bar - Catering Agreement

House wine + beer Bar tab # 1 2000

Champion Sports Bar - Catering Agreement

Assessors use only Satisfactor ☐ Not yet ☐

Task A3B- email agreement

 the total package price you agreed to

Beforeyousendyouremail,checkyouhave attached the agreement and have

Assessors use only Satisfactory ☐

Did you receive the ☐ Not yet satisfactory ☐

Beforeyousendyouremailcheckyouhave attached the agreement and have

Assessors use only Satisfactory ☐

Did you receive the ☐ Not yet satisfactory ☐

TaskA5 – confirm numbers

Beforeyousendyouremail,checkyouhaveusedeffectivecommunication and techniques to maintain

Assessors use only Satisfactory ☐

Did you receive the ☐ Not yet satisfactory ☐

TaskA6 – update agreement

To Bryan davies Bryan.Davies@championsportsbar.com.au

Beforeyousendyouremail,checkyouhave attached the agreement and

Assessors use only Satisfactory ☐

Did you receive the ☐ Not yet satisfactory ☐

TaskA7 - follow up on relationship

Beforeyousendyouremail,checkyouhaveusedeffectivecommunication and techniques to maintain

Send your email to your assessor in Moodle.

Assessors use only Satisfactory ☐

Did you receive the ☐ Not yet satisfactory ☐

Supplier name Cawfee Xpress Ben’s Beans Caffeine Kick

TaskB1 – email client