Assessment 2
PART A
Your Tasks
Select 3 suppliers of goods and services relevant to your area of work (e.g. Food and Beverage, Cookery, Events, Tourism, Administration or similar) who currently supply your organisation (for example meat, fruit and vegetables, stationery, cleaning services, laundry services, beverages, insurance etc.)
Supplier 1:
Products or services provided:
Supplier 2:
Products or services provided:
Supplier 3:
Products or services provided:
Or
Where your organisation’s policies and procedures prevent you from negotiating or re-negotiating, you will be observed conducting negotiations in a simulated environment in Part B of this assessment project, based on the factors you have identified in Question 5.
Part B – Conducting Negotiations
You will be observed conducting negations with existing or potential new suppliers as identified in Question 5 of Part A of this assessment. The suppliers may be actual, where organisational policies and procedures permit, or simulated, with colleagues or students as agreed to with your trainer. You are required to record all details discussed during the negotiation talks and use these as the basis to draw up a contract for each supplier in Part C of this assessment.
Provide the following details for at least 2 different negotiations (Negotiation 1 and 2) you will undertake:
Negotiation 1 |
|
Real Negotiation Simulated Negotiation |
|
Supplier details |
|
represented by: |
|
Location |
|
Date |
|
Nature of negotiation |
e.g. pricing structure, conditions etc. |
Details |
List all aspects that are to be discussed |
Observation Criteria
SITXMGT002 Establish and conduct business relationships |
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Criteria |
S |
NYS |
S |
NYS |
Comments |
Negotiation 1 |
|||||
Student is well presented |
|||||
Student is prepared with all supportive documentation on hand |
|||||
Uses good stance and posture |
|||||
Professional introduction |
|||||
Friendly, professional welcome/greeting |
|||||
Initial conversation is general and friendly |
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Maintains initial, professional “level” |
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The business relationship is established |
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Establishes ground for the negotiation |
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Makes eye contact |
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Uses effective communication skills |
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Uses people’s names |
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Takes notes as required |
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Uses effective listening skills |
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Uses negotiation skills with confidence |
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Considers win-win situation during negotiations |
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Negotiates with strategy |
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Employs different techniques as appropriate: ___________________ |
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Considers each aspect of the negotiation before agreeing to individual aspects |
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Negotiates with a plan B |
|||||
Negotiates honestly |
|||||
Considers the representative’s ground/limits |
|||||
Each aspect prepared for the negotiation is addressed |
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A basis for an agreement is reached |
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The provisions for authorisation are discussed |
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Further provisions for communication are established |
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Maintains a professional level according to role |
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Thanks the representative |
|||||
Farewells representative in a professional manner |
|||||
Feedback |
Negotiation 2 |
|
Real Negotiation Simulated Negotiation |
|
Supplier details |
|
represented by: |
|
Location |
|
Date |
|
Nature of negotiation |
e.g. pricing structure, conditions etc. |
Details |
List all aspects that are to be discussed |
Observation Criteria
SITXMGT002 Establish and conduct business relationships |
|||||
Criteria |
S |
NYS |
S |
NYS |
Comments |
Negotiation 2 |
|||||
Student is well presented |
|||||
Student is prepared with all supportive documentation on hand |
|||||
Uses good stance and posture |
|||||
Professional introduction |
|||||
Friendly, professional welcome/greeting |
|||||
Initial conversation is general and friendly |
|||||
Maintains initial, professional “level” |
|||||
The business relationship is established |
|||||
Establishes ground for the negotiation |
|||||
Makes eye contact |
|||||
Uses effective communication skills |
|||||
Uses people’s names |
|||||
Takes notes as required |
|||||
Uses effective listening skills |
|||||
Uses negotiation skills with confidence |
|||||
Considers win-win situation during negotiations |
|||||
Negotiates with strategy |
|||||
Employs different techniques as appropriate: ___________________ |
|||||
Considers each aspect of the negotiation before agreeing to individual aspects |
|||||
Negotiates with a plan B |
|||||
Negotiates honestly |
|||||
Considers the representative’s ground/limits |
|||||
Each aspect prepared for the negotiation is addressed |
|||||
A basis for an agreement is reached |
|||||
The provisions for authorisation are discussed |
|||||
Further provisions for communication are established |
|||||
Maintains a professional level according to role |
|||||
Thanks the representative |
|||||
Farewells representative in a professional manner |
|||||
Feedback |
Part C – Making formal agreements
Supplier 1 |
Approved |
Not Approved |
Recommended Change |
Contractual detail 1 |
|||
Contractual detail 2 |
|||
Contractual detail 3 |
|||
Contractual detail 4 |
|||
Contractual detail 5 |
|||
Supervisor Name Supervisor Signature Date |
Supplier 2 |
Approved |
Not Approved |
Recommended Change |
Contractual detail 1 |
|||
Contractual detail 2 |
|||
Contractual detail 3 |
|||
Contractual detail 4 |
|||
Contractual detail 5 |
|||
Supervisor Name Supervisor Signature Date |
Supplier 1 |
Outcome |
approved |
not approved |
Details negotiated |
|||
Supplier 2 |
Outcome |
||
Details negotiated |
You are encouraged to identify legal requirements based on your own research or legal advice. The following websites provide basic information thereto:
Part C Marking Guide Checklist |
|||||
SITXMGT002 Establish and conduct business relationships |
S |
NYS |
S |
NYS |
Comments |
1. |
|||||
The negotiated terms with supplier 1 are presented |
|||||
Shortfalls or changes as result from Negotiation 1 are clarified |
|||||
The requirements for changes with Supplier 1 are recorded |
|||||
The negotiated terms with supplier 2 are presented |
|||||
Shortfalls or changes as result from Negotiation 2 are clarified |
|||||
The requirements for changes with Supplier 2 are recorded |
|||||
2. (where relevant) |
|||||
Supplier 1 is contacted for further negotiation as identified |
|||||
Required changes are negotiated and agreed on |
|||||
The final details are recorded |
|||||
The final agreements are communicated internally |
|||||
The final changes are approved |
|||||
Supplier 2 is contacted for further negotiation as identified |
|||||
Required changes are negotiated and agreed on |
|||||
The final details are recorded |
|||||
The final agreements are communicated internally |
|||||
The final changes are approved |
|||||
3. |
|||||
Supplier 1 is contacted in writing and informed of agreed contract basis and finalisation of agreement |
|||||
Supplier 2 is contacted in writing and informed of agreed contract basis and finalisation of agreement |
|||||
4. |
|||||
Contract 1 |
|||||
The contract for Supplier 1 is drawn up using a suitable format as suggested on legal websites or templates |
|||||
Contract features names of contractual parties |
|||||
Contract features contact details of contractual parties |
|||||
Contract features ABN/ACN of contractual parties |
|||||
All supply conditions as agreed on are detailed |
|||||
The payment terms are clearly defined |
|||||
The scope of goods or services are listed in detail |
|||||
The contract outlines the warranty periods for defective goods or services |
|||||
The limited liability (risk of loss or damage) clause and conditions are specified |
|||||
The legal provisions for the protection of intellectual property are defined |
|||||
The confidentiality clause specifies the limitations for each party |
|||||
The insurance provisions are clearly defined |
|||||
The provisions for dispute resolution and processes are clearly set out |
|||||
The termination and exclusion clauses are explicit |
|||||
Signature provisions are included |
|||||
The legal aspects for supply contracts have been sufficiently identified. |
|||||
Contract 2 |
|||||
The contract for Supplier 2 is drawn up using a suitable format as suggested on legal websites or templates |
|||||
Contract features names of contractual parties |
|||||
Contract features contact details of contractual parties |
|||||
Contract features ABN/ACN of contractual parties |
|||||
All supply conditions as agreed on are detailed |
|||||
The payment terms are clearly defined |
|||||
The scope of goods or services are listed in detail |
|||||
The contract outlines the warranty periods for defective goods or services |
|||||
The limited liability (risk of loss or damage) clause and conditions are specified |
|||||
The legal provisions for the protection of intellectual property are defined |
|||||
The confidentiality clause specifies the limitations for each party |
|||||
The insurance provisions are clearly defined |
|||||
The provisions for dispute resolution and processes are clearly set out |
|||||
The termination and exclusion clauses are explicit |
|||||
Signature provisions are included |
|||||
The legal aspects for supply contracts have been sufficiently identified. |
|||||
The contracts have been submitted for approval |
|||||
Feedback |
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