Briefly explain the stages in the negation process

Reference no: EM133130267

SITXMGT002 Establish and conduct business relationships

Assessment Task 1: Written Questions

QUESTION 1
a) Identify the commercial context and interrelationships between the following business types within food and beverage, accommodation, and events sectors within the hospitality industry. Identify two (2) main functions of each business sector and the commercial relationship it has with other sectors.
b) List the seven (7) sectors which may be used to define the structure of, and are referred to as comprising the seven pillars of, the hospitality industry.

QUESTION 2
All sectors of the hospitality industries rely on supplies from businesses both within the industry and in numerous other industries. Using the table following, list at least six (6) external supply sources that each of the business types may need to establish business relationships with for their operations.

QUESTION 3
Using the table following, list at least six (6) distribution networks that each of the hospitality business types may need to establish business relationships with for their operations.

QUESTION 4
Using the table following, list at least six (6) marketing networks that each of the hospitality business types may need to establish business relationships with for their operations.

QUESTION 5
Using the table following, list at least six (6) professional networks that each of the hospitality business types may need to establish business relationships with for their operations.

QUESTION 6
a) List five (5) different opportunities available in the hospitality industry to maintain regular contact with customers

QUESTION 7
List the ten (10) principles of effective business negotiation.

QUESTION 8
Briefly explain each of the following techniques, which can be used in negotiation-
a) Problem solving
b) Contending
c) Yielding
d) Compromising
e) Inaction

QUESTION 9
Briefly explain the stages in the negation process, in chronological order., as outlined by LinkedIn.

QUESTION 10
a) What are first ten (10) possible negotiation protocols relevant to preparations and setting up in readiness for negotiations suggested by ENS International?

b) List a further five (5) of the possible ENS suggested negotiation protocols that may be relevant to the actual conduct of negotiations.

QUESTION 11
What are the main features/characteristic and differences between a verbal agreement and a signed paper-based contract.
a) Verbal:
b) Signed paper based contracts:

QUESTION 12
What are the six (6) features and inclusions of a valid contract?

QUESTION 13
a) Discuss the obligations that are imposed on one party by the terms of a contract they have entered into
b) If one party fails to meet their obligations under a contract, what legal remedy is the other party entitled to?
c) What is meant by "terms of the contract"?

QUESTION 14
What are the key features of each of the following contract methods-
a) A unilateral contract
b) A bilateral contract
c) An implied contract
d) A conditional contract
e) A ‘joint and several' contract

QUESTION 15
What is the purpose of an ‘exclusion clause' as one of the terms in a contract?

QUESTION 16
What is the purpose of inserting a ‘dispute resolution clause' as one of the terms in a contract

QUESTION 17
Explain each of the following ways a contract may be terminated.
a) Performance
b) Discharge by agreement
c) Discharge for breach
d) Discharge by frustration

QUESTION 18
List the four (4) examples given by the ACCC of terms and conditions that may be considered unfair under Australian Consumer Law when negotiating a contract in the hospitality industry.

QUESTION 19
What main Australian legislative requirements should be considered when negotiating each of the following common types of agreements / contracts in the hospitality industry?
a) Employment contracts and Enterprise Bargaining Agreements (list at least six(6) relevant legislative requirements)
b) Contracts with suppliers(list at least five (5) relevant legislative requirements)
c) Contracts and agreements with customers(list at least five (5) relevant legislative requirements)
d) Commercial Property: Lease agreements or Contract of Sale(list at least four (4)relevant legislative requirements)
e) Marketing/Promotion and Advertising agreements(list at least four (4) relevant legislative requirements)
f) Franchise Agreements(list at least four (4) relevant legislative requirements)

QUESTION 20
In negotiating agreements, when might you need to engage specialist advice?

QUESTION 21
What specialists are available when negotiating each of the following agreement/contracts-
a) Employment contracts and Enterprise Bargaining Agreements (list at least four(4) specialists)
b) Contracts with suppliers(list at least four(4) specialists)
c) Contracts and agreements with customers(list at least four(4) specialists)
d) Commercial Property: Lease agreements or Contract of Sale(list at least four(4) specialists)
e) Marketing/Promotion and Advertising agreements(list at least four(4) specialists)
f) Franchise Agreements(list at least four(4) specialists)

Assessment Task - Case Study & Roleplay

Activity 1 - prepare for negotiations to establish the business relationship
1. Using the Greenfields Butcher's indicative pricing as a guide, what would be the total weekly cost for the meat supply?
2. What would be an acceptable range for COGS for plate-up costs of meals made from the proposed meat supplies?
3. What organisational protocols apply before entering into binding arrangements with this supplier?
4. What, if any, terms and conditions indicated by Greenfields Butcher may need amendment before entering into binding arrangements with them for continuing supply?
5. If negotiations are successful and the relationship is to be ongoing, what form must the arrangements for continuing ongoing supply take and who should authorise it?
6. If negotiations are successful and the relationship is to be ongoing, what form must the arrangements for weekly supply take and who should authorise it?
7. Identify at least two (2) specialists whom it may be appropriate to enlist to assist in the negotiation process to establish this business relationship.
8. List below what four types of issues should be monitored if a supplier's performance is to be effectively managed? Include at least two (2) aspect of each type of issue

Activity 2 - Roleplay
You are now to Chair a meeting with Greenfields Butcher's Manager to negotiate the proposed arrangements and establish the ongoing relationships with them.
Your Assessor will allocate a time and the other students to attend and roleplay as your work colleagues. Your Assessor will role play as Greenfields Butcher's Manager and will also observe you whilst participating in this role play.

1. You will roleplay as the Marino Enterprises Purchasing Manager and chair a meeting with Greenfields Butcher's Manager, the Crave Catering Head Chef and the Marino Enterprises CEO., with the aim of agreeing the terms of and formalising the proposed supply arrangements with Greenfields Butchers.
2. Two (2) other students will roleplay as the Crave Catering Head Chef and the Marino Enterprises CEO who have been asked to attend the meeting to provide feedback and input for the negotiations.. Your Assessor will roleplay as the Greenfields Butcher's Manager.
3. You will chair the meeting and be required to actively participate, answer questions where necessary and to reach agreement on the ongoing relationship.

Roleplay Cast:
The following individuals will be at the meeting;
- Student being assessed - role play as the Marino Enterprises' Purchasing Manager
- Assessor - roleplay as the Greenfields Butcher's Manager
- Another student - role play as Crave Catering Head Chef
- Another student - roleplay as the Marino Enterprises' CEO
General instructions for all role players include:
• Participate in discussions as necessary and where relevant, acting within any authority explicit in Marino Enterprises' Purchasing Policy
• Offer recommendations where required to reach agreement for ongoing supply
• respond to open questions, by elaborating and providing additional information.
• respond to closed questions, with a single word reply.

During the meeting, the student must:
1) Comply with all organisational requirements and protocols
2) Use effective high-level communication, negotiation and relationship building skills and techniques, in line with professional protocols to negotiate the necessary amendments and maximise the benefits of the ongoing relationship for all parties.
3) Seek and incorporate feedback and input from work colleagues where appropriate, including-
o establishing agreed KPI's for Greenfields Butchers and
o evaluating the indicative pricing against the Crave Catering Cost of Goods Sold (COGS) criteria
4) proactively negotiate agreed solutions to the issues raised in Activity 1.4 to help in building the relationship
5) Use language and features appropriate to audience
6) Participate in discussions using appropriate listening and questioning skills to elicit the views of others and to clarify or confirm understanding
7) Identify opportunities to maintain regular contact.

Activity 3- formalise the arrangements

You are now required to advise the appropriate personnel of the outcomes of the negotiations with Greenfields Butchers and formalise the arrangements with an Ongoing Supply Agreement.
1. Using the Ongoing Supply Agreement template (provided as a handout), develop the formal agreement.
2. Write an email to the appropriate Marino Enterprises manager attaching the agreement and seeking authorisation. The email should also be copied to the Greenfields Butcher's Manager.
Ensure that your email is clear, concise, and professionally written.
Student must email you (the assessor), to the email address you nominate and print a copy of the email and attachment to also submit in hard copy.

Activity 4 - honouring the agreements and nurturing relations

Case Study update
The Ongoing Supply Agreement has since been confirmed and authorised.
The Head Chef has advised you that they want to commence supply as soon as possible, starting with the first week's order at the average quantities that were the basis of the original negotiations, i.e.-

1. Using the template provided, raise a Purchase Order for the first order.

2. It is now one month since the first order was placed and the Head Chef has advised that they are happy with the supply and that all KPI's have been satisfactorily met so far.
Write an email to the Greenfields Butcher Manager to let them know you are happy with the supply so far and to arrange the monthly meeting.

Assessment Task 3: Case Study &Role plays

Activity 1 - prepare for negotiations to establish the business relationship
1. What are the potential benefits to each party of facilitating a relationship between Best Bite Café to Greenfields Butcher?
a) To Best Bite café?
b) To Marino Enterprises?
c) To Greenfields Butcher?
How could you proactively help facilitate the establishment a relationship between Best Bite Café with
2. Greenfields Butcher?
What Marino Enterprises organisational requirements and protocols are being followed by establishing a
3. cooperative partner relationship involving Best Bite Café and Greenfields Butcher?
4. What, if any, challenges might there be in reaching an agreement and establishing a cooperative relationship between Greenfields Butcher, Best Bite Café and Marino Enterprises ?
5. Identify at least two (2) specialists whom it may be appropriate to enlist to assist in the negotiation process to establish a potential cooperative partner business relationship involving the three (3) parties (Marino Enterprises, Best Bite Café and Greenfields Butcher?

Activity 2 - Roleplay
You are now to Chair your first monthly meeting with Greenfields Butcher's Manager to review the new supply arrangements between them and Crave Catering. You have invited Best Bite Café to attend so that you may introduce them to Greenfields Butcher and establish a mutually beneficial cooperative relationship between all three (3) parties.
Your Assessor will allocate a time and another student to attend and roleplay as the Best Bite Cafe owner. Your Assessor will role play as Greenfields Butcher's Manager and will also observe you whilst participating in this role play.

General instructions for all role players include:
• Participate in discussions as necessary and where relevant, acting within any authority explicit in Marino Enterprises' Purchasing Policy
• Offer recommendations where required to establish a cooperative partnership
• respond to open questions, by elaborating and providing additional information.
• respond to closed questions, with a single word reply.

During the meeting, you, the student being assessed, must:
1) Comply with all organisational requirements and protocols
2) Use effective high-level communication, negotiation and relationship building skills and techniques, in line with professional protocols to negotiate the necessary amendments and maximise the benefits of the ongoing relationship for all parties.
3) Seek and incorporate feedback and input from business colleagues where appropriate, including-
o Making in-confidence enquiries and evaluations regarding Best Bit Cafe's pricing and Cost of Goods Sold (COGS) performance
4) Proactively negotiate an agreement in principle that Greenfields Butcher becomes the meat supplier for Best Bite Café. The agreement in principle must also provide a tangible benefit to either Crave Catering directly and/or to Marino Enterprises more generally.
5) Use language and features appropriate to audience
6) Participate in discussions using appropriate listening and questioning skills to elicit the views of others and to clarify or confirm understanding
7) Identify opportunities to maintain regular contact.

You are now required to advise the appropriate personnel of the outcomes of the negotiations involving Greenfields Butchers and Best Bite Café.
1. Write an email to the appropriate stakeholders to confirm the details of the informal agreement and cooperative business relationship that has been established.

Attachment:- Establish and conduct business relationships.rar

Reference no: EM133130267

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