Difference between revisions of "C Negotiations - Value proposition"

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{{Header assignments}}
{{Header assignments}}
== Name of assignment ==
== Name of assignment ==
Negotiations - Value proposition.
[https://en.wikipedia.org/wiki/Negotiation Negotiations] - [https://en.wikipedia.org/wiki/Value_proposition Value Proposition] (VP).


== Situation ==
== Situation ==
This part puts you in a situation, many B2B people find themselves daily. You have to negotiate in order to fit into the given budget. You have limited amount to spend in order to bring your [https://www.investopedia.com/terms/v/valueproposition.asp#:~:text=A%20value%20proposition%20refers%20to,a%20company's%20overall%20marketing%20strategy. Value Proposition] to life. <br>
This assignment puts you in a situation where many B2B workers find themselves in daily. You have to negotiate in order to fit your value proposition into the available budget. That is, you have a limited budget to spend in order to realize your [https://www.investopedia.com/terms/v/valueproposition.asp#:~:text=A%20value%20proposition%20refers%20to,a%20company's%20overall%20marketing%20strategy. Value Proposition]. <br>
You will be negotiating with your Key Partner for the VP. Examples:
You need to negotiate with your key partner to reach your value proposition (VP). Examples:
* If your VP is all about refurbishing a large part of your hotel, you shall negotiate with the contractor
* If your VP is all about refurbishing a large part of your hotel, you have to negotiate with the furniture supplier;
* If your VP is about bringing a whole new service to life and need outside people for it, you shall negotiate with an outsourced service provider or a new employee/freelancer
* If your VP is about bringing a whole new service to life and you need external people for it, you need to negotiate with the external service provider or a freelancer;
* If your Key Activity for bringing your VP to life is to have a great marketing campaign or advertisement campaign you will have to negotiate with the ad production team or the broadcaster
* If your key activity for bringing your VP to life is to create a great marketing or advertisement campaign, you must negotiate with the advertisement production team or the broadcaster.
* etc.
The key partner you will be negotiating with shall be announced later on in the game.
The partner you will be negotiating with, shall be announced later on.


== Goal ==
== Goal ==
Through negotiating your main goal is to keep your VP as close to planned as possible and stay within the budget.Keep the interest of all stakeholders in mind, and think of the impact of the negotiations in the long term.  
Through negotiating, your main goal is to keep your VP as close to planned as possible and - at the same time - stay within the budget. Keep the interest of your hotel in mind, but also think about the impact of 'too complicated' negotiations with your key partner in the long term.  


== Task, deliverable ==
== Task, deliverable ==
The negotiation is made tougher by the time window. You only have a limited time window to reach the deal. If the deal is not reached within the given time, the team loses some valuable points.
A negotiation is made tougher by a short time window. You only have a limited time window to reach the deal. If the deal is not reached within the given time, the team loses some valuable points.
Use materials and resources on the basic structures and steps for negotiating. You need to prepare 'a structure' before going into the negotiations, like:
Use materials and resources on the basic structures and steps for negotiating. You need to prepare 'a structure' before going into the negotiations, such as:
# Goals
# Goals
# Summary of how you got “there” (to the negotiations)
# Summary of how you got “there” (to the negotiations)
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== Assessed elements ==
== Assessed elements ==
* Has the structure been prepared correctly?
* Has the structure been prepared correctly?
* Does the method match our hotels strategy?
* Does the method match our hotel's strategy?
* Did the negotiations go well?
* Did the negotiations go well?
* Are all the sources accounted for?


== Additional information ==
== Additional information ==

Latest revision as of 18:46, 20 November 2020

→ Go! Category:Assignments

Assignments

Name of assignment

Negotiations - Value Proposition (VP).

Situation

This assignment puts you in a situation where many B2B workers find themselves in daily. You have to negotiate in order to fit your value proposition into the available budget. That is, you have a limited budget to spend in order to realize your Value Proposition.
You need to negotiate with your key partner to reach your value proposition (VP). Examples:

  • If your VP is all about refurbishing a large part of your hotel, you have to negotiate with the furniture supplier;
  • If your VP is about bringing a whole new service to life and you need external people for it, you need to negotiate with the external service provider or a freelancer;
  • If your key activity for bringing your VP to life is to create a great marketing or advertisement campaign, you must negotiate with the advertisement production team or the broadcaster.

The key partner you will be negotiating with shall be announced later on in the game.

Goal

Through negotiating, your main goal is to keep your VP as close to planned as possible and - at the same time - stay within the budget. Keep the interest of your hotel in mind, but also think about the impact of 'too complicated' negotiations with your key partner in the long term.

Task, deliverable

A negotiation is made tougher by a short time window. You only have a limited time window to reach the deal. If the deal is not reached within the given time, the team loses some valuable points. Use materials and resources on the basic structures and steps for negotiating. You need to prepare 'a structure' before going into the negotiations, such as:

  1. Goals
  2. Summary of how you got “there” (to the negotiations)
  3. Risks
  4. Questions
  5. Alternatives
  6. Influencers

And you will have to do the negotiations for real.

Assessed elements

  • Has the structure been prepared correctly?
  • Does the method match our hotel's strategy?
  • Did the negotiations go well?

Additional information



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