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Assessment Task 1
Section 1: Build business relationships
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1. You’re a senior sales representative of a tour operation. You’re about to visit China to meet a travel agent to promote your holiday package. You don’t know anything about China. Explain how you would go about establishing an ongoing professional relationship.
2. Business relationships happen in a commercial context and vary depending on industry structure and interrelationships. List two external customers you would form relationships with in each category:
• Essential Service Suppliers you
• Hospitality Suppliers
• Communication Suppliers
3. List six interpersonal and communication styles you can use to built trust and respect to nurture ongoing business relationships.
4. You need to plan activities and organise initiatives that on support your professional relationships. Identify six ways you could maintain regular contact with suppliers and customers to communicate better and foster stronger business relationships.
Section 2: Conduct Negotiations
5. List the four stages of negotiation.
6. You’re the general manager of a five-star hotel in the inner city. You normal\y wear a suit, and tie and conduct business quite formally. The chef and food and beverage manager have asked you to accompany them to a rural farm to negotiate with a produce supplier who can deliver fresher vegetables directly to the kitchen.
Do you need to change your approach in this situation? If not, explain why not. If so, explain why and describe how you might change.
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Answer 1: When travelling to a different country, culture plays a very important role. It is imperative to know how to respect culture of a nation for building a strong and sustainable business relationship. In this particular question, where one is travelling to China, knowing their particular needs and idiosyncrasies is very important to conduct business in a country with a culture very different from that of Australia. China is a very big nation and hence comprises of many sub-cultures. A person looking to build business relationship should have proper knowledge of the Chinese culture as a whole and sub-culture of the specific place in the country where he/she would spend most of the time (Chen, Eberly, Chiang, Farh, & Cheng, 2014).
Answer 2: The two customers with whom relationships can be maintained in each category are as follows:
Answer 3: The six important interpersonal and communication styles that can be used to build a good business relationship are:
Answer 4: The six ways by which effective and efficient contact can be maintained with the suppliers and customers are:
Answer 5: The four stages of negotiation are:
Answer 6: In this case, I am required to negotiate with a fresh vegetables supplier. Being too formal might not help me much because it would not allow me to have a proper contact with the supplier. I would like to be dressed in formal shirt and pants instead of suit to portray myself as the general manager of a five-star hotel but at the same time I would avoid letting the supplier be conscious with my appearance and the way I interact with him. A familiar and casual approach to strike the deal would be most effective in this case.
Answer 7: Before entering into negotiations with the produce supplier in question 6, there are certain things a team should be clear on and they are:
Answer 8: The general manager can act as the leader, since he is the most experienced person among the three persons who went to the vegetable supplier to negotiate. The chef can act as the sweeper as he can simply summarize the important points and bring the negotiation to a close. The food and beverage manager can act as the good guy so that the deal can happen peacefully. In addition, he is accompanied with the general manager, who is capable of striking a good negotiation.
Answer 9: Since a long term relationship needs to be maintained between the travel agency and the resort, the best negotiating style to be used would be an integrative approach. This would in a win-win situation for either parties involved as a mutually beneficial agreement is agreed upon.
The communication skills which go along with it are:
Answer 10: The six negotiating techniques which one can apply in order to obtain a successful result for the travel agency and the resort in question 9 are (Chen, Eberly, Chiang, Farh, & Cheng, 2014):
Answer 11: The five ploys that the agent might use against one are:
Answer 12: I would stay calm, ask for a break and then try to ask for suggestions from the real estate agent.
Answer 13: Three signs which show that the other party is ready to close negotiations are:
Answer 14: The types of input which one can get from colleagues prior to and during negotiations are: