DIPLOMA OF HOSPITALITY MANAGEMENT

This is a company that is based in Tweed Heads and a long clean and proven record of providing landscaping services ranging from medium to large scale through projects they have already completed. This is a company that is based in Tweed Heads and a long clean and proven record of providing landscaping services ranging from medium to large scale through projects they have already completed. Task 1b: Report Introduction After selecting a supplier, there is a need to find out more information about the supplier especially when it comes to people and

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DIPLOMA OF HOSPITALITY MANAGEMENT
(Name)
(University)
(Professor)
(Date)

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1. (d) Avoid stereotyping those you are dealing with, as everyone is an individual and
should be treated as such.
2. (a) Be professional, know your product, listen carefully, and ask questions to show
you are interested and want to understand.
3. (c) Invite them to your restaurant for familiarisation and a meal.
4. (d) All of these are good ways to conduct negotiations.
5. (b) Your objectives, needs, and limitations.
6. (a) All of these are good ways to achieve win/win negotiations.
7. (a) Numbers of each item required to service current and forecasted customer
bookings.
8. (d) The general manager, food and beverage manager and possibly the chef.
9. (a) In writing according to organizational requirements, using formal contracts where
appropriate.
10. (d) The accountant.
11. (a) The business’s lawyer.
12. (d) All of this information helps maintain sound business relationships.
13. (c) Honor agreements within the scope of your responsibility and comply with agreed
terms of contracts.
14. (b) Internal KPIs and contractual KPIs.
15. (a) Discuss the possible causes of the problems with the supplier, negotiate a
solution, and adjust the contract if necessary.
16. (c) Different people respond better to different styles of communication, and this can
also vary depending on the formality of the situation.
 Task 1a: The area chosen by students in Garden Supplies and/or ongoing maintenance.
In the study process, there is a limitation of time since there are only three months within
which the work has to be completed. The price and capacity of a given supplier to supply the

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needed products and services within the stipulated time frame are the major considerations
that have to be made.
The company which has been selected for this supply is Kenchi Lifestyle Gardens-
Landscaping department. This is a company that is based in Tweed Heads and a long clean
and proven record of providing landscaping services ranging from medium to large scale
through projects they have already completed. The website which is available for the
company is https://www.kenchi.com.au.
Kenchi Lifestyle gardens have a list of government, statutory bodies, and local councils as
part of references for the projects they have successfully worked on.
Task 1b: Report
Introduction
After selecting a supplier, there is a need to find out more information about the supplier
especially when it comes to people and the culture of the company. From the research which has
been conducted it has been established that aspects of culture which this business takes part in
include operation carried out in Fiji, New South Wales and Sunshine Coast. As a company,
Kenchi Lifestyle Gardens has a set of care and sustainability policies for the community.
Body
The highest BATNA amount of money which can be spent on the purchase and installation of
the required garden supplies is $120, 000. This also calls for maintenance which has to be done
every two weeks at $ 800 per month. This is the highest amount of money that can be spent on
this venture. Kenchi will remain responsible and bear the cost of removing rubbish during the
installation process. The management of the complex requires that in case there is damage that
will be caused by adverse weather conditions and accidents at the premises then the mess should
be cleaned within 48 hours from the time such an uncertainty happens. Even though the company
has an insurance cover for this but there is a need to maintain a tidy environment so that the
business processes are not interfered with by any chance. There should be a negotiation for the

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supply of appropriate decorations for the current garden like plants or any other appropriate
product which can serve the same purpose (Kennedy Gavin 2017).
Three students will be representing the purchasing manager, owner of Kenchi Lifestyle Gardens
and a designer from Kenchi respectively during the negotiation. A contribution will have to
come from the manager of the company whose role will be to approve the amount of money that
will go to purchasing and installing the garden supplies plus maintenance of a two-week basis.
After confirmation with the manager of the company, the same results will be sent to the general
manager.
Meeting Agenda for the negotiation
The objective of this meeting is to establish the details about the supply, installation, and
maintenance of garden supplies.
Date: 29/2/2020 Location: Board Room, Cascade Hotel Complex
Time: 8.00 a.m. Type of meeting: Contract Negotiation
Estimated meeting duration: 1 hour: Chairperson: Otto Von Bismark
Attendees: John Grant- CEO of Kenchi Lifestyle Designs
Jefferson Watson- Garden Designer Kenchi Lifestyle Designs
Otto Von Bismark- Purchasing manager Kenchi Lifestyle Designs
Preparation:
Bring Cascade Hotel Complex Architect’s Plan Seating: around Table
Writing Paper / Pens Water, Tea and Coffee on the side table
Items to be discussed:
1. Market position for the two businesses about responsibility to the community.

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2. Supply and installation of the garden supplies.
3. Complementing of the new landscape to the existing design.
4. Cost of the project and terms and conditions.
5. Maintenance of the garden
6. Cost of maintenance and its terms and conditions
7. Clean-up of weather and accident damages.
New Action Items:
1. Expected Next Step: Signing of the Supply agreement contracts by 3.3.2020.
2. Other Actions: Nil
Conclusion
An interactive approach to the interview will be taken to allow for a win/win situation as the
parties reconcile their positions towards reaching a benevolent agreement. The approach has
been opted for because it results in a very stable and long-lasting relationship that will benefit the
maintenance program which has to continue for a long time.
Task 2: Role Play
Otto Von Bismark: hello and welcome to this meeting, I am the purchasing manager of this
Company.
John Grant: Hello, I am the Manager of Kenchi Company and am seating here on behalf of the
management and ownership of the company.
Jefferson Watson: Hello, I am the designer at Kenchi Company and am here to take care of all
design matters and issues.
Otto Von Bismark: let us start with Grant.
John Grant: thank you very much, I am glad to inform you that Kenchi Lifestyle Designs is
currently the largest landscaping company in this part of the country. We have had the

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privilege of working on different projects as you can see from copies of contractual
agreements that I have carried to this meeting. From this, we have gained more
experience and are ready to take the task once an agreement has been reached.
Jefferson Watson: when it comes to the quality of designs that Kenchi has done, we hold an
admirable image because of our exceptional designs. I am happy that the existing
landscape at Cascade Hotel is friendly and easy to work on when it comes to the
construction that we are expected to carry out. I have an architect's plan of how the
renovations will be carried out.
Otto Von Bismark: could it be possible to opt for another type of design that will be different
from the one you have presented before me?
Jefferson Watson: there is a need to appreciate that we are not demolishing the whole structure to
reconstruct it again. Given that we are just renovating then we are compelled to do it in
line with the original structure of the house with just minimal changes to it. For instance,
if you take a look at this two brochure one for the national hospital and this for the
ministry of sports where we had to carry out similar renovations. We had to stick to the
style that was already in existence after the work had been done, the outcome was
pleasing to the eye. Furthermore, we understand that you are already promoting the hotel
and the renovation will be completed after three months to allow the business to kick-off
without delay.
John Grant: please take note that as a company we have been able to deliver our projects on time
whenever deadlines have been set and this will not be an exception.
Otto Von Bismark: that sounds pleasing, given that you have some understanding of the
operations we have to go through as a business, it becomes important for Kenchi to
provide us with a maintenance schedule which will be done twice a month so that we can
plan appropriately according to the schedule.
John Grant: as a company, we have many arrangements of that nature and they are running
smoothly.
Otto Von Bismark: what plans do you have with rubbish?
Jefferson Watson: we shall remove any rubbish which results from the renovation.
Otto Von Bismark: we need to maintain a good name for our business.

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John Grant: we have many clients whose concerns are similar to yours are we are meeting their
expectations appropriately so do not worry.
Otto Von Bismark: what about the appropriateness of a twice per month maintenance plan?
Jefferson Watson: that is fine with us.
Otto Von Bismark: can we now negotiate on the performance indicator or are you in need of any
information.
John Grant: kindly allow us 5 minutes to calculate the cost of your project. (Otto Von leaves and
comes back after five minutes). We are in a position to supply and install the garden at $
50, 000 which should be paid after the project. We will make sure that the style and type
of plants in the garden have been marched with the ones we will bring in during the
renovation.
Otto Von Bismark: What about the twice per month maintenance.
John Grant: We shall provide maintenance at $900 per month which should be paid at the end of
every month.
Otto Von Bismark: my manager had budgeted for $800 per month, can we make it $850 per
month?
John Grant: we will agree with that.
Otto Von Bismark? Can we agree on a 48 hour to clear any mess that will because of nature and
accidents?
Jefferson Watson: it might not be possible to tell the extent of cleaning that needs to be done
after the accident or damage, we shall, therefore, send someone to assess it within the
shortest time possible then we do the cleaning after the assessment.
Otto Von Bismark: I understand your take on that. Apart from what we have agreed on as the
payment, can we do with a 5% penalty when the deadline is surpassed?
Jefferson and John: yes, we are agree
Otto Von Bismark: Thank you for your time and I am looking forward to having a smooth
relationship with Kenchi Lifestyle Designs.

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Activity B
SUPPLY AGREEMENT
THIS SUPPLY AGREEMENT (the “Agreement”) dated this 3rd day of March 2020
BETWEEN:
Otto Von Bismarck on behalf of Cascade Hotel Complex
146 Midshipmen Drive, Eden’s Landing, Queensland’s, 4120
(The “Buyer”)
- AND –
John Grant of Kenchi Lifestyle Designs on behalf of Garden Supplies and Maintenance
59 Recreation Street, Tweed Heads, Queensland’s, 2785
(The “Supplier”)
This contract undersigned by representatives from both sides namely the buyer and the seller
guides the supply, installation, and maintenance of garden fixtures. The terms and conditions
which are operational include the following:
a. To supply and install a garden within three months to be paid at the end of the
project at $50, 000.
b. A penalty of 5% applies if the project is not completed within the stipulated time.
c. Use of alternative plants for the garden just provided that they match with what is
already in the garden. This will be done in consultation with the purchasing
manager of the hotel.

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d. Maintenance of the garden which was to be done twice a month for $850 per
month.
e. In case there are an accident or nature damages the hotel premises a representative
from Kenchi will inspect the damage within the shortest time possible and provide
an estimate of the cost and time within which it will be cleaned.
f. The project has to be completed within three months.
g. An assessment of the completed project will be done and once the buyer is satisfied
that indeed work has been completed the payment will be done.
h. The buyer will cooperate and provide access to the premises during the renovation
process for ample work.
i. In case the supplier is not able to access the premises at the fault of the buyer then
the project period will be extended by the time during which a delay was
experienced for compensation.
j. In case of any damage to the property at the premise as a result of the negligence of
the supplier during the renovation process, the supplier will have to bear the risk.
k. For paragraph (j) to be operative, the supplier will assess any form of damage in
the presence of the buyer before the renovation process starts.
If by any chance this contract has to be terminated then the following terms and conditions will
apply.
a. A party that intends to terminate this contract will notify the other party three months
before the termination is done.
b. Termination as per paragraph (a) will only become applicable if:
i. The other party fails to adhere to the terms and conditions of the contract.
ii. When the other party is no longer in a financial position to keep the contract
operational due to bankruptcy, a natural calamity which interferes with the
operation of the company and.
iii. If there is any other reason which can be explained clearly to the best
understanding of the other party.
c. If by any chance a contract has to terminate then the two parties have to agree on the
finalization process so that every party feels satisfied with the finalization process.

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d. If the two parties cannot agree to better terms and conditions as a result of the discussion
themselves then they will have to seek a third party to help them resolve just provided
that the third party has been accepted by the law and they will only provide guidance in
the negotiation process.
e. If the issue cannot be resolved by a mediator then a court of law will come in to help the
two parties reach a consensus.
No alteration of this Agreement will be operative unless it is in the inscription and is signed by
both parties. A party which seeks to make a change to this contract must do it through the
following steps:
a. Notify the other party of the intention to make changes.
b. Explain why the changes have to be made to the other party
c. Discuss with the other party after getting its view on the intended change
d. If an agreement on the changes is reached then a change is made.
e. An addendum is provided with these changes
f. In case the two parties do not agree on the changes proposed and the bargaining done
does not yield fruits then the contract to either remain operative, be terminated or be
revised in its entirety.
This Agreement binds and profits both parties and successors who are legalized recognized. Any
activity by a representative of any of the two parties to the contract such that it results in a loss or
an extra cost on the other party will be bared by the party represented by in such an act. All the
parties and their representatives have to act in a manner that reduces chances of loss to another
party failure to which the first part of this paragraph will apply.
Time is of the core of the contract. This document, and any attachments, is the entire contract
between the parties. This Agreement is governed by the laws of the State of Queensland,
Australia.
The parties have signed this contract on the date specified at the beginning of this contract.
John Grant on behalf Kenchi Lifestyle Supplies _____________________ (Signature)
Otto Von Bismarck on behalf Cascade Hotel Complex _____________________ (Signature)
John Grant By: Otto Von Bismak
(Name) (Name)
Witness (name): Jefferson Watson Witness name:
Witness Signature: ______________ Witness Signature: _______________

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This contract will become operational on the date the second and last signature is appended to it.
This contract will be prepared in quadruplets where the first copy will be sent to the seller, the
second copy belongs to the Purchasing manager of the hotel complex, the third copy will be kept
by the finance department and the last copy belongs to the general manager of the hotel.
This contract is only valid when it is signed and stamped by both parties and their representatives
and without this, it remains invalid and not legally binding.
Activity C:
1. To maintain a long term business relationship then efforts must be made just like one has
to do in another type of relationship. This will be done through several things which
include strong communications lines so that one can get feedback and important pacts of
information from the other party. There is a need also to make sure that one has adhered
to the agreements reached between them and the other party in terms of payment and/or
delivery of services.
2. The supplier has been given a project to supply, install and maintain the garden regularly.
To maintain contact with them I would keep updating them on defective areas that
require maintenance so that they can address it. I will also make sure that I remind them
of the forthcoming scheduled maintenance according to the maintenance schedule
provided by the company two days before the day they are supposed to provide the
service. During the supply and installation process, contact can be maintained by seeking
an update on the progress of the project so that I can tell whether they are going to finish
on time and they are doing the right thing according to the agreement reached (Brett,
Jeanne, and Leigh Thompson 2015)
3. I will comply with the terms by making payments through the finance department as
agreed. This will mean that a copy of this contract will be sent to the department so that
as the company strives to do their part, we as a hotel are also doing our part to ensure that
a strong business relationship has been created and maintained for a long time.
4. According to the contract, any changes which have to be made on the contract have to be
shared and agreed upon by the two parties. This will mean that sharing of the information
about the changes made remains imperative so that the other party to the agreement can
ascertain the changes (Geirhofer, S., Bhushan, N., Palanki, R., Damnjanovic, A. and
Agashe, P.A 2017). The changes made will be shared with both the contracting parties,

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the finance manager and the general manager of the hotel so that they are kept in a
picture of what has changed for their action whenever it is deemed necessary.
SECTION 1: BUILD BUSINESS RELATIONSHIPS
1. You're a senior sales representative of 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.
To establish a long-lasting professional relationship with a travel agent I will have to do
many things like, I will develop my people skills so that when I met the other person we
can interact professionally and purposefully. I will then identify the reasons why I need
such a relationship so that when it is established I have goals behind my mind to guide
and govern the relationship (Gelfand, Michele J., and Christopher McCusker 2017). I will
then spend time building the relationship during which I will take care of my emotional
intelligence, remain positive, appreciate the other party for their time and support and
make sure that my boundaries have been managed appropriately.
1. Business relationships happen in a commercial context and vary depending on industry
structure and interrelationships. List two external customers you would form
relationships within each category.
Essential service suppliers
a. Raw material suppliers
b. Input suppliers
Hospitality suppliers
a. Hotels
b. restaurants
Communication suppliers

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a. media
b. communication companies
Distribution
a. retailers
b. wholesalers
Marketing
c. media
d. advertising companies
3. List six interpersonal and communication styles you can use to build trust and respect to
nurture ongoing business relationships.
i. active listening
ii. appropriate body language
iii. openness
iv. pay attention
v. clarify your understanding
vi. avoid unnecessary interruptions or redirecting the conversation
vii. use of the right intonation
4. You need to plan activities and organize initiatives that support your professional
relationships. Identify six ways you could maintain regular contact with suppliers and
customers to communicate better and foster stronger business relationships.
i. talking to the suppliers regularly
ii. paying suppliers on time
iii. build a good relationship with supplier representatives
iv. contact the supplier before the due date of a supply
v. avoid rush orders

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vi. Review damaged products delivered to you and those delivered by you
SECTION 2: CONDUCT NEGOTIATIONS
1. List the four stages of negotiation.
i. Preparation stage
ii. Opening stage
iii. Bargaining stage
iv. Closing stage
2. You're the general manager of a five-star hotel in the inner city. You normally 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 product supplier who can
deliver fresher vegetables directly to the kitchen.
v. 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.
You should not change the approach to the way you dress as the general manager of the hotel
because as a manager you are the face of the hotel and therefore you need to carry that face to
wherever you go just provided that you are on a mission which supports the hotel. Similarly,
given that you are used to a certain dress code like a suit and a tie, changing to casual might
make you uncomfortable and therefore you will not be able to attend to the negotiation or any
other activity as you have been doing it from your office (Richards, Judith, Veronica Guerrero,
and Sarah Fischbach 2020). You also need to note that you will not get your hands dirty but
rather you are just going for negotiation and therefore a suit and a tie remain appropriate for this
occasion.
3. Before entering into negotiations with the product supplier in question 2, what are five things
that your team should be clear on? Of these, which is the most important?
i. The goal of the company
ii. Plan of the company
iii. The objective of the negotiation

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iv. Background information
v. Self-interest
4. Your team has decided on the roles each person will play in the negotiation with the supplier
in question 2. Briefly describe what each person will do.
 Chef (good guy)
Chef
Contribute to the needs of the hotel especially the need for fresh vegetables in relationship
to what the hotel has been getting. Explain how the poor quality vegetables which the
company has been getting has been affecting the quality of food in the hotel and how better
vegetables will boost the hotel's standards.
Food and beverage manager
Introduce the team and establish a rapport so that the negotiation process can start. Express
the interest of the company in the farm’s vegetables and spell out the purpose of such a
visit. They will further help the chef in explaining the desired quality of vegetables by the
hotel. Set the negotiation process going. Draft a supply agreement and sign and a party to
the agreement.
Hotel manager
Contribute to the negotiation process especially on the terms and conditions which should
guide the supply of vegetables including price and payment terms which have to be
adhered to by the two parties. Sign the agreement as a witness and ensure that the
negotiation process has settled on a vantage point for the hotel so that all operations and
changes in the supplier does not affect the general operation and running of the hotel.
5. You’re the manager of a travel agency about to enter into negotiations with a resort which
could be of significant commercial value to you both. You believe a long-term relationship
would be in your best interests.

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Which of these three negotiating styles is the best one to use? Describe the communication
skills that go along with it.
 Integrative approach
 Distributive approach
 Mixed approach
Interactive negation approach
Active listening will enable me to get the other party engaged in the negotiation. Apart from this,
open negotiation will allow me to use both verbal and non-verbal cues to enhance a negotiation
for better results.
6. When negotiating, your aim is usually to maximize the benefits for all parties involved and
establish long-term relationships. List six negotiating techniques you can apply to obtain a
successful result for your travel agency and the resort in question 5.
i. Reframe your anxiety with excitement
ii. Use the power of silence
iii. Seek advice
iv. Provide a fair offer to the other party
v. Arm yourself with information and facts
vi. Have evidence and proof during the negotiation
7. You’re an owner-operator of a small restaurant. You’d like to make minor
renovations to the premises. You’re about to negotiate with the real estate agent who’s
infamous for being difficult to deal with. State five ploys the agent might use against you.
i. Non-negotiable
ii. The rigging of the agenda
iii. Use of pre-conditions
iv. Quivering quill
v. Take it or leave it
8. The real estate agent in question 7 keeps you waiting for nearly an hour and then keeps
making phone calls during your negotiations. Describe how you would respond.

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I will gently remind him to concentrate on one issue first namely to either go for the
negotiation or take the calls depending on which one is the most important to them at that
particular time given that I have sacrificed my time and resources to be available for the
negotiation (Zhu, Qiyun, and David Carless 2018).
9. Identify three signs that show the other party is ready to close negotiations.
i. Seated for the negotiation
ii. Armed with enough information for negotiation.
iii. Not attempting to multi-task
10. List three types of input you can get from colleagues before and during negotiations to
incorporate into talks.
i. Claim of value
ii. Creation of value
iii. Empathy
11. List six appropriate colleagues and stakeholders you might need to communicate results of
negotiations to.
i. Finance manager
ii. General Manager
iii. Procurement manager
iv. Sales manager
v. Designer
vi. Production manager
12 It's important to evaluate commercial data and cost structures before the negotiation. List four
common financial matters to consider before undertaking a negotiation.
i. The financial position of the company
ii. Financial implication
iii. Monetary benefit from the negotiation
iv. Financial goals of the company
SECTION THREE: MAKE FORMAL BUSINESS AGREEMENTS

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1. Why are contracts entered into?
Contracts are entered into to govern the relationship between two or more parties since
they are legally enforceable.
2. What exactly is a contract and how do you enter into one?
A contract is a legally binding agreement which aims at guiding the terms and
conditions of an association between two or more parties (Steele, Paul T., and Tom
Beasor 2017). A contract can be entered into after negotiating and agreeing on the
terms and conditions after which a document is prepared and signed by both parties to
show that they agree to the terms and conditions.
3. What happens if one party doesn’t meet their contractual obligations?
When one party does not meet the contractual agreements then the penalty stipulated in
the contract becomes applicable and if they forfeit this then it can be sorted in a court
of law so that every party gets a fair share of the deal (Fells, Ray, and Noa Sheer 2019).
4. Explain when you might need to draw up a contract.
You might need to draw up a contract when the two of you have already agreed on the
terms and conditions which will guide your association.
5. List five external customers you might enter into contracts with.
i. discount customer
ii. Loyal customer
iii. New customer
iv. Impulsive customer
v. Repeat customer
6. Identify three types of contracts you might enter into.
i. Fixed price contract
ii. Time and material contract
iii. Cost reimbursement contract

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7. Look at the definitions of the key elements you should include in any contract you
develop. Label each one.
Both parties understand they're creating legal relations, are going to abide by the legally
enforceable contract.
Legally binding
One party makes an offer and the other accepts it.
Consideration
 One party gives something (usually money) in exchange for something from the other
party (usually a product or service).
Offer and acceptance
Both parties are mentally capable of understanding a contract
Competence and capacity
 Both parties agree to the contract of their own free will.
Mutuality of the obligation
 All parts of the contract are legal. agreement
8. Before developing or participating in the development of a formal commercial
agreement, you should consult legislation. What two documents contain legal
requirements that impact negotiations and agreements, including contracts and
consumer protection?
i. Constitution
ii. Consumer rights and protection act
9. You need to understand the key components of contract law at a basic level to develop
a legally binding contract. Define the following terms:
Terms and conditions
Terms and conditions are the details and rules that guide a given contract and they are part
of the contract itself.

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Exclusion clause
An exclusion clause is a provision in the contract that disclaims liability in case a loss
occurs (Druckman, Daniel, and Lynn M. Wagner 2016).
Dispute resolution clause
A dispute resolution clause is a provision in the contract that spells out how disputes will
be resolved in case they arise.
10. List and describe three ways contracts can be terminated.
i. Breach of contract can lead to a termination in that one party fails to adhere to the
terms and conditions agreed upon in the contract. The contract can be terminated
because it is not serving its purpose.
ii. Termination based on poor performance will be done when one of the parties does
not meet the set standards as per the contract (Ting-Toomey, Stella 2017).
iii. Termination through mutual agreement takes place when the two parties meet to
discuss and they both agree that they have to terminate the contract (Ting-Toomey,
Stella 2017).
11. Identify five people or groups who may need to approve all aspects of the formal
agreement.
a. management
b. Finance department
c. Production or service provision department
d. Legal department
e. Operations department
12. Which procedures should you follow when obtaining approval for formal agreements?
To get approval one has to meet the set standards and apply for the approval through
stipulated procedures then wait for the appropriate time for the right authority to do the
approval (Lewicki, Roy J., Bruce Barry, and David M. Saunders 2016).

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13. When developing a business contract, under what circumstances would you need to
consult a specialist for advice?
You can consult a specialist when you do not have enough information to allow you to go
ahead without getting support from the right person.
14. You’ve just received a contract from your linen supplier, but you’re not sure it’s legally
binding. What would you do?
You consult from a specialist for further guidance on the legally binding nature of the
contract.
SECTION FOUR: FORSTER AND MAINTAIN BUSINESS RELATIONSHIPS
1. What professional networks can you use to foster and maintain business relationships?
i. Operational networks
ii. Strategic networks
iii. Personal networks (Rojot, Jacques 2016)
2. What type of information is useful to help you maintain sound business relationships?
i. Transactional information
ii. Expert information
iii. Operational information
3. How can you act ethically and responsibly to foster and maintain business relationships?
To maintain personal relationships I will adhere to all agreements, respect the
representative of the other company and appreciate them for their partnership with our
company.
4. Define Key Performance Indicators (KPIs).
KPI is a measurable value that demonstrates that an organization is achieving business
goals.
5. List four contractual KPIs you may be expected to meet to honor agreements and comply with
agreed terms.
i. the average time is taken to complete a project

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ii. Response time when conducted
iii. Operation within agreed budgets
iv. Professionalism from your representatives
6. Explain why you might adjust an agreement.
An agreement can be adjusted after a discussion with the parties to an agreement so that a
conclusion and consensus has been reached on the change that is to be made (Bi, Hua-ling,
Xiang Jia, Fu-qiang Lu, and Min Huang 2017). This should be confirmed by having both parties
sign the agreement.
7. Describe how to make adjustments to agreements.
I will contact the other party and notify them of the change after which we will have to discuss
the change and once an agreement has been reached the change can be made.
8. Who do you consult and share information with when making adjustments?
The information has to be shared with all those who will be affected by the changes in the
contract especially the finance, management and any other department which will be affected by
the changes. The most important people to be consulted when making changes include the
finance, management, and implementers in a given contract like designers (Knapp, Charles L.,
Nathan M. Crystal, and Harry G. Prince 2019).

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References
Bi, Hua-ling, Xiang Jia, Fu-Qiang Lu, and Min Huang. "Schedule risk management of its
outsourcing project using negotiation mechanism." In Proceedings of the 23rd International
Conference on Industrial Engineering and Engineering Management 2016, pp. 29-33. Atlantis
Press, Paris, 2017.
Brett, Jeanne, and Leigh Thompson. "Negotiation." Organizational Behavior and Human
Decision Processes 136 (2016): 68-79. 2015
Druckman, Daniel, and Lynn M. Wagner. "Justice and negotiation." Annual review of
psychology 67 (2016).
Fells, Ray, and Noa Sheer. Effective negotiation: From research to results. Cambridge
University Press, 2019.
Gelfand, Michele J., and Christopher McCusker. "Metaphor and the cultural construction of
negotiation: A paradigm for research and practice." The Blackwell Handbook of Cross
‐Cultural
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Geirhofer, S., Bhushan, N., Palanki, R., Damnjanovic, A. and Agashe, P.A., Qualcomm Inc,
2017. Resource coordination for peer-to-peer groups through distributed negotiation. U.S.
Patent 9,614,641.
Knapp, Charles L., Nathan M. Crystal, and Harry G. Prince. Problems in contract law: Cases
and materials. Aspen Publishers, 2019.
Kennedy, Gavin. Kennedy on negotiation. Routledge, 2017.

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Lewicki, Roy J., Bruce Barry, and David M. Saunders. Essentials of negotiation. McGraw-Hill
Education, 2016.
Rojot, Jacques. Negotiation: from theory to practice. Springer, 2016.
Richards, Judith, Veronica Guerrero, and Sarah Fischbach. "Negotiation competence: Improving
student negotiation self-efficacy." Journal of Education for Business (2020): 1-6.
Steele, Paul T., and Tom Beasor. Business negotiation: A practical workbook. Routledge, 2017.
Ting-Toomey, Stella. "Identity negotiation theory and mindfulness practice." In Oxford
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Ting-Toomey, Stella. "Conflict face-negotiation theory: Tracking its evolutionary journey."
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Zhu, Qiyun, and David Carless. "Dialogue within peer feedback processes: Clarification and
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