Les FLorets
Case study
60 minutes preparation ? 45 minutes negotiation
Your role: Les Florets (Vice Presidents)
Your group: Eduardo Cacho and Shreyansh Dalal
You negotiated with: Michael Fowlie and Diego Arnaud
PREPARATION SHEET
Provide your answers to the following elements/questions. Be specific & use elements from the case.
1) ANALYSIS OF THE NEGOTIATION
- Object/Subject: expansion of restaurant ownership and getting the best deal possible with the current owners.
- Negotiation Environment:
The company was increasing its restaurant ownership thus willing to invest in this growth.
A good deal makes the investment lower, however this wasn’t necessary to reach the company’s main goal as a heavier investments means less profits.
Les Florets
Case study
PREPARATION SHEET
Your Interests Your Objectives Their Currencies (assumed)
Expansion of restaurant ownership
Getting it at the best price. Restaurant with an established clientele
Their Interests (assumed) Their Objectives (assumed) Your Currencies (assumed)
Sale of the restaurant
Best deal possible
Les florets license, the brand.
Les Florets
Case study
PREPARATION SHEET
1) Based on your above analysis, what questions do you want to ask to the other side? What information do you feel you need to provide? Be specific & explain why.
We wanted to know from them that are there any other buyers agreeing to buy the property form them.
As for our side, to tell more about the “Les Florets” brand, and selling it to a third party would only be a sale of the real estate and not the brand ...