Please make sure to apply a communication model to structure a vendor negotiation conversation, build an outline for the conversation, and write the conversation. Read the following case study scenario: You are the buyer at Denigee’s Outdoor Superstore, a nationwide chain of home and patio stores. The vendor representative from “Patio Expressions” calls you to tell you that this month’s major delivery of Spring patio accessories is going to be a month late due to a problem with shipping. The vendor wants an extension on the purchase order, so he can deliver the merchandise when it arrives at his distribution center. Instructions Review the details of the case study scenario in the document below. Use the information to analyze your business position. Think about what you need to consider, what you need to communicate, and what do you need to negotiate. In this scenario, you have the benefit of knowing more about the vendor’s position than you would in a “real life” negotiation. Use it to your advantage. Vendor Negotiation Information: Case Study Click for more options Apply what you’ve learned to develop an entire dialogue. Use the negotiating techniques you learned, including active listening and body language, to create your negotiation conversation. present your dialogue and explain how the negotiating techniques and structured steps used in your vendor conversation will result in the predicted outcomes. Vendor Negotiation Information: Case Study Your position as the Buyer for Denigee’s Outdoor Superstore – What You Know: The Patio Expressions Vendor Position – What He Knows: General Information: This is a major shipment for the vendor and an important delivery for your business. This shipment represents 10% of the vendor’s total season deliveries. The markup for this vendor is generally 56%, but on this purchase order it is only 50%. The vendor representative knows about the markup rate issue on the purchase order and can (reluctantly) negotiate a 2.5% discount on the cost. You know that the competition has this same merchandise on order for this month’s delivery. The current sales trend for this vendor is down 2% compared to plan. The reason for the shipping delay is a mix-up in the vendor’s warehouse and the vendor knows he has already shipped your competitor’s initial order. The vendor’s next month’s deliveries are due in his warehouse in two days. He has refused previous requests by the competition for early shipment, due to a national ad that is running next month. The current sales trend for Patio Expressions merchandise is down 4% across the country. Warm weather arrived early in many parts of the country, and customers have already been looking for patio accessories. The buying office made an error writing the purchase order and input an incorrect markup. Since this is such a big order, it will affect your markup % for the season in this category. There will be a 30-day selling window where the competition has the merchandise to sell before your merchandise arrives in the store. You want the vendor representative to make more frequent store visits to help customers in clinics. The vendor wants more shelf space and better presentation in Denigee’s Outdoor Superstore. You are concerned that late deliveries will cause stock issues, lost sales, and dissatisfied customers. The vendor wants to discuss expanding business into your new stores and adding additional styles in your existing stores. There is another delivery from this vendor that is due to ship next month. It is a smaller delivery, but it includes many unique specialty patio accessories. The specialty patio accessories are new and are running in a national advertising campaign paid for by the vendor’s company. The vendor has a problem with the quality of some of the merchandise previously shipped from overseas, causing unexpected customer returns and lost sales. Both you and the vendor want more exposure to merchandise in the store, but you don’t want the same types of exposure. Both you and the vendor are concerned about the economy, but feel positive about well-priced and saleable Spring merchandise. Purchase answer to see full attachment Explanation & Answer: 300 Words Tags: communication model Vendor Negotiation Dialogue negotiating techniques User generated content is uploaded by users for the purposes of learning and should be used following our company’shonor code & terms of service.