Task Work in two groups. You are either a) a director of Lifetime Holidays (Director: Lifetime Holidays
The points you need to negotiate are listed below, together with your negotiating position for each one.
Negotiating point
1. Length of contract
2. Destinations
3. Customers
4. Car hire and insurance
5. Advertising budget
6. Investment and profits
7. Project management
Your position:
1. Three years
e.g. 'We need a three-year contract.'
2. Focus only on your Mediterranean holidays
3. Aim at the 30-50 age group
4. Do not offer these services at present
5. £100,000. Share costs on a 50/50 basis .
Media: Mail shots and press advertising
6. 60% Lifetime Holidays/40% DirectSun (Your company is bigger and better known.)
7. Suggest that your company manages the project as you have greater management experience and knowledge.)
b) a director of DirectSun
(Director: DirectSun
The points you need to negotiate are listed below, together with your negotiating position for each one.
Negotiating point:
1. Length of contract
2. Destinations
3. Customers Car hire and insurance
4. Advertising budget
5. investment and profits
6. Project management
Your position:
1. Five years
e.g. ' We need a five-year contract." •
2. Offer all the holidays in both companies' catalogues
3. Aim at all age groups
4. Provide these services as they are very profitable for your company.
5. £300,000 - at least! Share costs on a 70%/30% basis (70% Lifetime Holidays) • Media: Include radio advertising
6. 50/50 basis
7. Suggest that your company manages the project because of your greater experience and knowledge of selling online).
Read your role cards and prepare for the negotiation. Then, following the agenda below, negotiate each point. Try to reach an agreement on a joint venture.
John London, the father of the family, left his farm and moved to town. He tried a lot of trades, but couldn't make enough money to send his children to school. Jack London had to begin earning his living at an early age. He sold morning and evening newspapers in streets. At the age of fourteen he began working in a factory. He worked eighteen or twenty hours a day. Then he became a sailor. Jack London travelled a lot. He had to do very hard work, but he also read a lot and tried to get an education. He went to school and to University. In addition he read a lot of books on History and Philosophy. Jack London's ambition was to become a writer.
Later London went to the Far north of America. He didn't bring back any gold from there, but he brought something much better than the yellow metal. It was his book of stories about the life in the North. He had realized his ambition; he had become a writer.