Assignment Specification

1500 words

Report format

Table of contents, 5 pages of appendix (optional IF NEEDED ONLY) and Executive Summary are NOT
included in the word count. Referencing is NOT REQUIRED.

You are required to produce a report for the Key Stakeholders in the negotiation (Sales Director,
Finance Director, Commercial Manager and CEO) to explain two of your negotiating points and
rationale. While not a financial discussion you are expected to explain the initial position, your
opening position and where you would expect to settle and why this will be beneficial to the firm.

The areas open for negotiation are based on your reading of the initial contract sent via the agent
from the Customer for our preparation for the negotiation in country which you will be travelling to
over the weekend.

The scope for these two areas of the negotiation need to be approved the key stakeholders and will
become part of your terms of reference for conducting this negotiation. You will have power of
attorney for the firm as arranged by our Company Secretary so you need to be aware of the
boundaries as agreed pre-negotiation.

Any agreements outside of this scope will need to be approved by the Sales Director.

Tutor Notes – This is a report so please use the third person, structure the report to be easy to read
and understand and use any supporting evidence or explanations in the appendix if needed or
include imagery in the report as not everyone is an expert on the minutiae of international sales.