Question

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.