art B-Individual Report(40%) Individually write a brief report to Head Office (your tutor) rationalising your decisions. This should be a specific justification of each concession and an explanation of the benefits gained as a result (rather than a vague philosophical treatise setting out reasons for retaining good relationships). This report (40%) is due in week 13 in the beginning of tutorial. The report should include: ? An explanation of why you agreed to the result, i.e., what benefits are there for your firm in the long-run and short-run, the arguments made by the other party, the congruence or deviation from what you wanted and what you got. ? Why you think the other party agreed. ? An important part of your justification for the agreements is a quantitative evidence of associated benefits or costs to your firm. You must include in the discussion the monetary implications of your decisions. ? You must include a statement of overall benefit/loss to your firm in an appendix. ? You must provide theoretical support for your decisions using relevant B2B concepts. Read the text book thoroughly to pick relevant concepts. You also need to cite five articles from scholarly journals to support your decisions. The learning resources section includes a list of relevant scholarly journals. An outline of the report is given below. ? A short introduction presenting your goals and priorities; and your negotiation approach ? Rationale behind the final agreements presented as separate sections for the agreements made; 1 ? Conclusion; ? Reference list (containing at least 5 journal articles); ? Appendices (if any)