Subject:B-2-B management Negotiation Report

24707

Business to Business Marketing

Negotiation         Project

Lecturer: Nigel Bairstow

Prepared by: Yan,Chen (Shannon)

Student ID: 10110423

Retailer Representative: Yan Chen (Shannon)

Manufacturer Representative: Jia Li (Wendy)

Date: 03/04/2004

Place: Gloria Jeans Coffees

Start Time: 1:00pm

Finish Time: 5:00 pm

Introduction

I am glad to present our firm to negotiate with Wendy, the representative of Sydney shirts about a number of liberates concerned by both parties. The joint musical arrangement reached in this negotiation may operate a serial of important and far-reaching influences towards the relationship between our firm and Sydney shirts. Thus, the mission of this negotiation is to solidify and reinforce a long-term business married person relationship with Sydney shirts.

We are not the only retailer of Sydney shirts, which is whizz of the most popular local brands with numerous loyal customers. collect to the intense competition in the retailing industry, building a more tied relationship with manufacturers, especially like Sydney shirts with a reputable brand image, will assist our firm in improving our stores attractiveness and desirability to customers. Keep this in mind, during the immaculate process of negotiation, I will not only revolve around on immediate monetary benefit and return, but as well as reaching a long-term win-win commitment.

Issues and Agreements

This negotiation last quatern hours and reach five agreements that I will summarize as follows. Both Wendy and I joined the negotiation with a overlord and cooperative attitude. Thus, a tense but friendly glory dominated through the entire process of negotiation.

Issue 1

The first issue that Wendy got on the table is asking us to increase the stripped-down quantity identify at one time from euchre units to 800 units. This will result in 3 cents per unit court increase and around 5 cents per unit distribution embody decrease assuming our overall ordering level form constant.

Agreement: I agreed...

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