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

MINISTRY OF JUSTICE z HANOI LAW UNIVERSITY ASSIGNMENT COURSES: NEGOTIATING SKILLS TOPIC: M&N restaurant chain negotiating with L&P food trade limited liability company GROUP CLASS :3 : A.CNTC06-1-22 (N05) Ha Noi, 2022 BIÊN BẢN XÁC ĐỊNH MỨC ĐỘ THAM GIA VÀ KẾT QUẢ THAM GIA LÀM BÀI TẬP NHÓM Nhóm số: 03 Lớp: N05 Khóa: 45 Tổng số thành viên nhóm: 04 Tên tập nhóm: M&N restaurant chain negotiating with L&P food trade limited liability company Xác định mức độ tham gia kết tham gia sinh viên việc thực tập nhóm Kết sau: Đánh giá SV S Mã SV T T Họ tên 453102 Đặng Mai Linh X 453104 Đỗ Trần Trà My X 453106 Phạm Quốc Phi X 453116 Thái Lê Nam X A Đánh giá GV SV ký B C tên Điểm (số) GV ký tên Điểm (chữ) Hà Nội, ngày 17 tháng 10 năm 2022 Kết điểm tập nhóm NHĨM TRƯỞNG Đặng Mai Linh Table of Contents Topic Situation Background Negotiating about Step 1: Hit table Step 2: Setting objectives Step 3: The meeting Step 4: Proposals Step 5: A new offer Step 6: Deadlock Step 7: Agreement .8 CONVERSATION 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 high-quality chicken dishes ● 20 restaurants across the UK ● Traditional ways of cooking ● 50 years of exp in supplying fresh chickens ● Owning 10 ranches in the UK and ranches in the USA ● Long-term supplier for KFC, McDonald, Jollibee, ex… Negotiating about: L&P food trade limited liability company sells tons of UK chickens at the price of 5000$, from the USA at the price of 7000$ M&N restaurant chain demand 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 Have to have M&N L&P Fresh chickens USA chickens Exclusive distributor Intend Payment after receiving Payment before sending the products the products Tradable Free shipping fee 5000$ Cooperating years Include shipping fee 7000$ 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 Nam Chief Financial Officer Mrs Do Tran Tra My Chief Executive Officer Mrs Dang Mai Linh Chief Financial Officer Mr Pham Quoc Phi Topics: ● ● ● ● ● ● Short history of the company Proposal about source and quality Negotiate prices and payment methods Shipping fees Cooperation time AOB 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 Proposal: M&N ● Import USA chickens without shipping fee but at the same price as domestic chickens (UK) 5000$ for tons of USA chickens /day ● Payment after receiving the products ● Cooperating 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 The price of USA 5000$ for tons of 6000$ for tons of chickens is too high fresh USA chickens fresh chickens from Shipping fee /per day the USA/per day Without shipping fee Each party pays for 50% shipping fee Payment Payment after Payment of 50% receiving the products before sending the products Contract duration Cooperate years Exclusive distributor, cooperating for 10 years Step 6: Deadlock ● Price of USA chickens is too high ● Contract duration Step 7: Agreement ● ● ● ● 6000$ for tons of USA chickens /day Each party pay for 50% shipping fee Payment of 50% before sending the products Exclusive distributor, cooperate 10 years CONVERSATION 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 farmer, has developed models of livestock farms throughout the UK, and he has 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 tons of fresh chickens to provide them on a daily basis Linh: What 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 you feel about 3200$ per ton? We would also want you to pay 50% of the shipping fee 10 My: That doesn’t sound reasonable We could only accept if you lower it some more How about 3000$? And about the total payment, could we send it after receiving all of the ingredients? Linh: Could I have some time to discuss privately with my partners? Nam: Sure We’ve prepared separate rooms for private discussing Let’s meet here after 10 minutes After discuss, 10 minute later,… Phi: After our discussion, we feel like 3000 is reasonable That price is best for both company Moreover, in order to reduce the shipping fee by 50%, we want you to pay 50% of the goods in advance Nam: Let me just make sure I understand what you’re saying 3000$ 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, you think that would be fine? And I propose L&P be your exclusive distributor This means L&P will 11 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 12 ... 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. .. Lớp: N05 Khóa: 45 Tổng số thành viên nhóm: 04 Tên tập nhóm: M&N restaurant chain negotiating with L&P food trade limited liability company Xác định mức độ tham gia kết tham gia sinh viên việc thực... food trade limited liability company Background: M&N restaurants L&P food trade limited liability company ● 30 years of exp in serving high-quality chicken dishes ● 20 restaurants across the UK