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24707 Business to Business Marketing Negotiation Project Lecturer Nigel Bairstow Prepared by YanChen Shannon Student ID 10110423 Retailer Representative Yan Chen Shannon Manufacturer Representative Jia Li Wendy Date 03042004 Place Gloria Jeans Coffees Start Time 100pm Finish Time 500 pm Introduction I am glad to present our firm to negotiate with Wendy the representative of Sydney shirts about a number of issues concerned by both parties The joint agreement reached in this negotiation may operate a series 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 partner relationship with Sydney shirts We are not the only retailer of Sydney shirts which is one of the most popular local brands with numerous loyal customers Due 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 entire process of negotiation I will not only focus on immediate monetary benefit and return but also reaching a long-term win-win commitment Issues and Agreements This negotiation last four hours and reach five agreements that I will summarize as follows Both Wendy and I joined the negotiation with a professional and cooperative attitude Thus a tense but friendly atmosphere dominated through the entire process of negotiation Issue 1 The first issue that Wendy got on the table is asking us to increase the minimum quantity order at one time from 500 units to 800 units This will result in 3 cents per unit cost increase and around 5 cents per unit distribution cost decrease assuming our overall ordering level remains constant Agreement I agreed to increase the minimum quantity order at
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