(TIỂU LUẬN) ASSIGNMENT COURSES NEGOTIATING SKILLS TOPIC mn restaurant chain negotiating with lp food trade limited liability company

MINISTRY OF JUSTICEASSIGNMENT COURSES: NEGOTIATING SKILLS TOPIC: M&N restaurant chain negotiating with L&P food trade limited liability company 1... BIÊN BẢN XÁC ĐỊNH MỨC ĐỘ THAM GIA VÀ

MINISTRY OF JUSTICE

ASSIGNMENT

COURSES: NEGOTIATING SKILLS

TOPIC: M&N restaurant chain negotiating with

L&P food trade limited liability company

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BIÊN BẢN XÁC ĐỊNH MỨC ĐỘ THAM GIA VÀ KẾT QUẢ THAM GIA LÀM BÀI TẬP NHÓM

Tổng số thành viên của nhóm: 04

Tên bài tập nhóm: M&N restaurant chain negotiating with L&P food trade limited

liability company

Xác định mức độ tham gia và kết quả tham gia của từng sinh viên trong việc thực

hiện bài tập nhóm Kết quả như sau:

Hà Nội, ngày 17 tháng 10 năm 2022

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Table of Contents

Topic 4

Situation 4

Background 4

Negotiating about 4

Step 1: Hit table 4

Step 2: Setting objectives 5

Step 3: The meeting 6

Step 4: Proposals 6

Step 5: A new offer 7

Step 6: Deadlock 8

Step 7: Agreement 8

CONVERSATION 9

Topic: M&N restaurant chain negotiating with L&P food trade limited liability

company

Situation: M&N restaurant chain negotiating for fresh chickens supplies from

L&P food trade limited liability company

Background:

M&N restaurants L&P food trade limited liability company

● 30 years of exp in serving ● 50 years of exp in supplying fresh chickens high-quality chicken dishes ● Owning 10 ranches in the UK and 5 ranches

● 20 restaurants across the UK in the USA

● Traditional ways of cooking ● Long-term supplier for KFC, McDonald,

Jollibee, ex…

Negotiating about:

L&P food trade limited liability company sells 2 tons of UK chickens at the price

of 5000$, from the USA at the price of 7000$

M&N restaurant chain demand 2 tons of USA chickens/day with the same price

as domestic chickens (UK): 5000$

Import USA chickens without shipping fee but at the same price as domestic

chickens (UK)

Step 1: Hit table

USA chickens

Intend Payment after receiving Payment before sending

the products the products

Cooperating 5 years Cooperating 15 years

Step 2: Setting objectives

M&N restaurant chain

Agenda for the meeting - 19 October

Time: 8.00 am - 10.00 am

Location: M&N’s Head office

Participants

Meeting CEO – Mr Thai Le Nam

M&N restaurant chain L&P food trade limited liability

company Chief Executive Officer Mr Thai Le Chief Executive Officer Mrs Dang

Chief Financial Officer Mrs Do Tran Chief Financial Officer Mr Pham

Topics:

● Short history of the company

● Proposal about source and quality

● Negotiate prices and payment methods

● Shipping fees

● Cooperation time

Step 3: The meeting

AGENDA

Participants:

M&N restaurant chain

Chief Executive Officer Mr Thai Le Nam

Chief Financial Officer Mrs Do Tran Tra My

Participants:

M&N restaurant chain

Chief Executive Officer Mrs Dang Mai Linh

Chief Financial Officer Mr Pham Quoc Phi

Date and venue

Meeting date: 19 October at 8.00 am

Venue: M&N’s Head office

Agenda

8:00 Welcome and a short overview of the day

M&N’s Head office

8:15 Short history of the company - the possibilities as seen by Thai Le Nam

8:30 Opening statement - review of fresh chickens

8:45 Private meeting for each company in separate rooms

9:00 Return to the meeting room- first proposals from each side

9:15 Renegotiate

9:30 Final decision

Date of next meeting

AOB

Close

Step 4: Proposals

M&N

● Import USA chickens without shipping fee but at the same price as

domestic chickens (UK) 5000$ for 2 tons of USA chickens /day

● Payment after receiving the products

● Cooperating 5 years

Counterproposal:

L&P

● Price for domestic chicken is 2500$ per ton, from the US the price would

be 3500$ Include shipping fee

● Payment before sending the products

● Exclusive distributor, cooperating 15 year

Step 5: A new offer

Problem Proposal Alternative

1 The price of USA 5000$ for 2 tons of 6000$ for 2 tons of

chickens is too high fresh USA chickens fresh chickens from

2 Shipping fee Without shipping fee Each party pays for

50% shipping fee

receiving the products

before sending the products

4 Contract duration Cooperate 5 years Exclusive distributor,

cooperating for 10 years

Step 6: Deadlock

● Price of USA chickens is too high

● Contract duration

Step 7: Agreement

● 6000$ for 2 tons of USA chickens /day

● Each party pay for 50% shipping fee

● Payment of 50% before sending the products

● Exclusive distributor, cooperate 10 years

Nam: Good morning I’m Nam, currently the CEO of the M&N restaurant

chain This is My, my partner in business, our CFO

Phi, Linh: Very pleased to meet you.

Linh: I’m the Chief Executive Officer, Dang Mai Linh

Phi: And the CFO is me.

Nam, My: It is our pleasure to meet you.

My: I hope you had a pleasant ride here Is the hotel all right?

Linh: We did And the hotel is just like the others in England Not too good,

not too bad

Phi: Shall we get down to business then?

My: Sure.

Linh: Before we start, I just want to say how great it is to finally have the

chance to meet you in person I myself have had the opportunity unity to try one

of your chicken meals before, and I gotta say, WONDERFUL! Do you guys have any secret to it?

Nam: Thank you for your compliment Our grandparents opened it as a

family-style restaurant, serving family members and neighbors The good news has wings, the quality of the food was so high that the restaurant’s reputation rises from time to time From 1992 till today, M&N is best known for its famous chicken dishes Every dish is well-prepared and seasoned with our secret ingredients, making ours the best of the best As a result, even after 30 years of opening, and having to compete, M&N sales volume is still increasing

Phi: I think we have a lot of common ground As for us, our family has long

been involved in animal husbandry, my great-grandfather, who began as a

passed on his knowledge to descendants, till I is the 4th generation, and we achieved has expanded the farm not only throughout the UK but also spreading

to the US and many other parts of the world

Linh: Futhermore, our chicken had been certified by authorities Our

products had meet the BRC and HACCP standard, so you don’t need to be worries about our products

Nam: Could you show me the certification?

Linh: Here.

My: We’ll get straight to the point Our business just recently had a contract

end with our supplier for fresh chickens and we’re hoping to begin a new one within the next few days We have a fairly large number of customers, around

2000 over our 20 restaurants chain, so we need 2 tons of fresh chickens to provide them on a daily basis

Linh: What do you like most about your last supplier, moreover what would

you like to change?

Nam: Our last supplier was great with their chicken quality, but we always

wished that we had ingredients originating from the US

Phi: If I understand you correctly, you want ingredients originating from the

US but the price remains the same as the domestic ones, right?

My: That’s correct We also don’t want any shipping fee included.

Linh: Our price for domestic chicken is 2500$ per ton, but from the US the

price would be 3500$ Lowering that much is not quite what we had in mind

Nam: I know exactly what you mean Maybe we could set another term here.

How can we reach a compromise?

Linh: How do you feel about 3200$ per ton? We would also want you to pay

50% of the shipping fee

My: That doesn’t sound reasonable We could only accept if you lower it

some more How about 3000$? And about the total payment, could we send it after receiving all of the ingredients?

Linh: Could I have some time to discuss privately with my partners?

Nam: Sure We’ve prepared 2 separate rooms for private discussing Let’s

meet here after 10 minutes

After discuss, 10 minute later,…

Phi: After our discussion, we feel like 3000 is reasonable That price is best

for both company Moreover, in order to reduce the shipping fee by 50%, we want you to pay 50% of the goods in advance

Nam: Let me just make sure I understand what you’re saying 3000$ per ton

for US chicken, and paying 50% of the total payment in advance?

Linh: That’s correct.

My: Then we believe that would be acceptable What about the shipping

duration? How long will it take for you to deliver everything to us?

Linh: We will deliver all products in three days.

Nam: How can you gurantee that?

Phi: If we don’t deliver the goods on time, the payment of the shipping fee

will be on us

My: We can agree with that Moving on to the duration of our contract.

Linh: Yes We would like to sign a 15 years contract.

Nam: That wouldn’t be acceptable, I’m afraid Our restaurant can only offer

a 5-year one

Phi: If so, then we will agree to a 10-year contract, do you think that would

be fine? And I propose L&P be your exclusive distributor This means L&P will

exclusively supply all of your ingredients as long as the contract still has an effect

Nam: We can agree with that I think we have found a good solution Does

anything else need to be discussed?

Linh: I think we have reached our agreement

Nam: Let’s go over everything again 3000$ for per ton of US chicken,

paying 50% in advance, including the shipping fee?

Linh: And we will be your exclusive distributor for 10 years.

My: Then let’s draft a contract based on what we’ve discussed.

Nam: Thank you for coming here It’s a pleasure working with you.

Phi: It's our honor too, thank you for coming here today.

Linh, My, Phi, Nam: Goodbye.