C Negotiations - Value proposition
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Assignments
Name of assignment
xx
Situation
his 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 Value Proposition to life.
You will be negotiating with your Key Partner for the 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 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 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;
- etc
The partner you will be negotiating with shall be announced on 16th after the general meeting.
Goal
Through negotiating your main goal is to keep your VP as close to planned as possible and stay within the budget.
Task, deliverable
The negotiation is made tougher by the time window. You only have 7 minutes to reach the deal. If the deal is not reached within the given time, the team loses some valuable points. Further Instructions and Recommendations Find materials and resources on the basic structures and steps for negotiating. Use suitable literature or websites. Some hints for structure:
1. Goals 2. Summary of how you got “there” (to the negotiations) 3. Risks 4. Questions 5. Alternatives 6. Influencers
Assessed elements
xx
Additional information
- “Negotiating” by R. J. Lewicki
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