Business Negotiation

This session is to enhance business negotiation skill over a business project between seller and buyer sides. Product involved in this project is a　T-shirt with panda character defined below. We are to be divided into two groups, Seller (Lun Lun Fabric, Ltd., a Chinese T-shirt manufacturer in Beijin, China) and Buyer (Futakoshi Company., a Japanese retailer in Japan) and should try reaching an agreement over several issues in question. Each side has to assign individuals appropriate responsibility for each issue. The business meeting takes place in Yokohama, Japan. There are three phases to go. The first phase gives both sides a time to describe their organization outlines and the nature of the project. Information of these should be opened to the counterpart.

In the second phase, both groups make up a plan regarding how to deal with many issues and requirements to the counterparts. This should be secret, of course, and it is now ready to start the business negotiation.

The third phase, the last one, is a face-to-face negotiation starting with an opening messages from top representatives from both sides. Thereafter, both sides should try to coordinate and confirm details of each issue in reaching for final agreement, but not confined to be successful. A guideline is listed in the next page for help.

Product:

Panda T-shirt

A panda character at front and back each.
100% cotton
Three background colors (White, Light Blue, and Green) available
Targeted to teens (13 - 19 years old)

First Phase (Preparation)

space

Seller Buyer

Organization
Type
Size
Personnel
Major customer
Major businesses
Etc.

T-shirt Project
Approx. Unit Price
Approx. Quantity
Lead Time&First Delivery
Etc.

First Phase (Preparation)

space

Seller Buyer

Technical Issues
Product Design&Styling
Production

Resource Issues
Manpower
Finance

Logistics
Routing
Packages

Payment
Schedule
Method

Special Requirements
Etc.

First Phase (Preparation)
space
	Seller	Buyer

Organization Type Size Personnel Major customer Major businesses Etc. T-shirt Project Approx. Unit Price Approx. Quantity Lead Time&First Delivery Etc.
First Phase (Preparation)
space
	Seller	Buyer

Technical Issues Product Design&Styling Production Resource Issues Manpower Finance Logistics Routing Packages Payment Schedule Method Special Requirements Etc.