30EE Assignment 2.2 on creativity
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Negotiations
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 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 factor that you are negotiating will be given to you in the end of year 01
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
Handing in
Upload your work anywhere in the cloud (Dropbox e.g.: do not e-mail).
- Fiel has to be converted to pdf and named with your team number. Eg A01 Assignment 2.1.
- Be sure that it is public
- Be sure anyone with a link can access it without any login (!)
- Copy the link (only the link, not the document or content) and put it in your Team File before the deadline. Tab Decisions, E47: 'Extra information for your coach'. Furthermore, all other relevant information for your coach is welcome in this cell as well!
Additional information
“Negotiating” by R. J. Lewicki NB! This list is not an exhaustive list! Do find more materials!
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