Section 1

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:
 Essential Service suppliers – Gas and electricity suppliers
 Hospitality suppliers – Food and equipment suppliers
 Communication Suppliers – internet and surveillance suppliers
 Distribution – Shipping and courier companies
 Marketing – advertising and printing agencies
Answer 3: The six important interpersonal and communication styles that can be used to
build a good business relationship are:
 Conducting Business Ethically
 Abiding by the promises and agreements
 Maintaining transparency
 Communicating clearly
 Showing empathy and sensitivity
 Selecting appropriate communication medium
Answer 4: The six ways by which effective and efficient contact can be maintained with the
suppliers and customers are:
 Building personal relationships through meets and social networking
 Conducting regular meeting to gauge the progress or discuss any issue that may arise
 Sending newsletter about new products and offerings
 Organizing cooperative and social activities
 Organizing Industry events and functions
 Membership and associations with various groups to increase peer interactions
Section 2
Answer 5: The four stages of negotiation are:
1. Preparation
2. Opening
3. Bargaining
4. Closing
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:
 The individual or the company with whom one will be negotiating with. This is the most
important point that a team should be clear on.
 A thorough research should be conducted about the state of the market and this should be
analyzed from the financial or economic perspectives.
 It is necessary to understand the supply and demand of the products which one supplies
currently.
 It is important to know about the competitors in terms their discounts, incentives etc.
 Lastly, the team should gather all the relevant data like budgets, current costs, customer
numbers etc.
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:
 An open communication between both the parties involved.
 The ability to have a discussion on all the possible options.
 The willingness to admit on all the vital and non-points if the need arrives.
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):
 Active listening
 Using appropriate cultural behavior
 Clarification of needs between either parties
 Identifying points of agreement and disagreement
 Questioning
 Using appropriate cultural behavior
Answer 11: The five ploys that the agent might use against one are: 
 Giving me threats
 Keeping me waiting
 Making unsubstantial statements
 Placing me in uncomfortable chairs
 Claiming that I am treating him unfairly
 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: 
 Requests are made by the other party for a draft contract.
 The body language of the other party changes in a positive manner.
 The number of objection made begin to decrease.
Answer 14: The types of input which one can get from colleagues prior to and during
negotiations are:
 During the preparation stage, information about the business needs can be obtained from
colleagues which will help to determine the objectives of negotiation.
 Information about the other party may be obtained.
 During the bargaining stage, colleagues can be consulted to confirm the requirements and to
discuss how much concession can be offered.