Ressources humaines, Negotiation, conflict resolution, negotiation case, France-Sport Association, negotiating successfully, preparation grid, information on the market, understanding local organization, key people
Along this report, I will describe a Negotiation case I have really encountered during my first internship, in June 2004, in a Sports Travel Agency.
This company, called France-Sport Association is the leader in sport travel organization in France. I was employed in the Rugby Department as Junior Project Manager and was in charge of organizing and selling packages – transportation, hotel, assistance etc. – to British rugby clubs but also Italian rugby clubs, which was a new market for the company.
This report will be composed of three main elements, a preparation grid, then sales “entonnoir” and the entire description of the negotiation.
[...] I understood that I did not have anchored my negotiation on the good thing: the most important for him was the price, and for me the service quality. Thus, I changed my orientation by offering him the of water and of assistance by a FSA member. On the other hand I made him signed a pre-contract based on the point we agreed in, engaging him to use our company when in France, even if they had to come by themselves. [...]
[...] I had succeeded into keeping a 27% margin on the global package, respecting my manager's constraint: less than 20% margin” but also succeeded into securing my two principal stakes: set long term relation and maximize the profits. [...]
[...] Payment 100% before event Amaury MARTIN Negotiation & Conflict resolution MBA ISEG Paris 07/ II / Analysis of the case ANALYSIS CASE I am going to talk about a negotiation that I realized in 2004 with the professional Italian Rugby team of Padova during my professional practice in the best French sport travel agency. My mission consisted in Mission & Context organizing the trip in France of the professional rugby teams (Italians, English, Irish, etc.) for the different European Cup and later sell them my packages. [...]
[...] I concluded saying that I will soon make you a proposal to be discussed for their 1st game in France on the 20th October in Agen (club of the Southwest of France). Thanks to all the information Mr. Covi gave me, I begun my researches of accommodation in hotels, and transportation companies trying to fit to its quality requirements and a reasonable price. Thanks to our 1st meeting and email communication for more information, I realized that I had all the information needed to construct an adapted budget, with a good balance quality / price. [...]
[...] To do so, it is useful creating a preparation grid as below. This one corresponds to the case I will talk about after. The negotiation was composed of: Two main actors o Amaury MARTIN = Me o Corrado COVI = Team Manager of the Petrarca Padova Rugby Club defending their companies' positions o Amaury MARTIN = France-Sport Association specialized in organizing sports travels for professional sportive delegations o Corrado COVI = the Petrarca Padova Rugby Club (PPRC), at this time qualified for the European Shield competition and ranked 3 rd in its national 1st division championship. [...]
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