Assignment 09-04
Business Skills
Activity: Case Study: Writing Assignment: Summary of Negotiations Fax
Objective/Task: Analyse and discuss a case study; Write a fax summarising a recent
negotiations agreement.
Assignment: Students analyse and discuss a case study concerning contract negotiations
between a U.S. guitar distributor, Ashbury Guitars, and a Korean guitar maker, KGC, on
page 53. Then they write a fax summarising the points agreed upon in the negotiation.
Introduce the activity by asking students questions such as the following:
- Does anyone in the class play the guitar?
- If so, where was the guitar made?
- If not, find some guitars from the internet?
- How much do guitars cost?
- What is the difference between a well-made guitar and an inferior one?
- Which brand is the best known?
Unit 6 Case Study Organiser: Background
Directions: Fill in the information below as you read the case study on page 53.
A. Kim Guitar Company (KGC)
Location:
Product:
Customer Information:
Owner's name:
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B. Ashbury Guitars
Location:
Image:
Owner's name:
Planned product line (3 models):
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C. The Meeting
Time now:
Location:
Participants:
Purpose:
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Unit 6 Case Study Organiser: Negotiating Worksheet
Directions: Discuss these questions with your partner. Take notes.
1. The points to be negotiated are listed below. Use your own words to
summarise what your company (Ashbury Guitars or KGC) wants.
a. Models:
b. Quality:
c. Quantity:
d. Price:
e. Payment:
f. Guarantee:
g. Delivery:
h. Discounts:
i. Exclusivity:
j. Transport:
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2. Of all the items above, which are negotiable, in your opinion? Which are not?
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3. Discuss your negotiating strategy. For example, how will you begin the negotiations?
In what order do you want to discuss the items?
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4. Try to predict what the other side's negotiating strategy will be. For example, what do
you think their priorities will be? What will they want to discuss first?
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Writing Assignment: Summary of Negotiations Fax
Unit 6 Case Study: Ashbury Guitars
Imagine you are the owner of either Ashbury Guitars or the Kim Guitar Company
(KGC). You have just finished negotiating a deal with either David Kim, the owner
of KGC, or with Richard Grant, the owner of Ashbury Guitars. Write a fax to
David Kim or Richard Grant.
Summarise the points you agreed on during the negotiations. Clarify any questions
you have. Indicate any terms of the contract that require further discussion.
See pages 143, 145 of the Writing File for information on writing faxes.
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