Mapúa Malayan Colleges Mindanao

Alfonso T. Yuchengco College of Business

Entrepreneurship Program

Negotiation Plan

In partial fulfillment of the requirements for the subject:

ENT165 Negotiation

Submitted By:
Shekinah Margaret H. Cruz

Professor:
Mr. Lee Jae Hee, MBA

C317

April 2024
 I. Goal
Aims to become an essential contributor to Bethel's mission of equipping foreigners with
English fluency, through ongoing collaboration and a commitment to building a strong
and lasting partnership.

Core Values
On the product how it will sell, e.g. price, quality, memory, assured quality, reliability, key for long term ,
Give assurance to Sir Jae

Memory Retention
Visual learning boosts memory retention among students.

Assured Quality
Providing quality markers to equip teachers with tools during lectures.

Reliable Products
Offers consistent and dependable markers, ensuring a steady supply for educational needs.

Key for Long-Term Partnership

Building strong relationships with educational institutions, fostering long-term collaborations that support learning.

II. Negotiation SWOT

Strengths
Aspects you can emphasize in your negotiations.
 Reliable Quality and Performance: Offer reliability and clear visual
communication, enhancing the learning experience.
 Fosters Knowledge Retention: The markers facilitate a shift towards engaging
lessons, potentially boosting student participation and knowledge retention.
 Safe and Non-Toxic: Formulated to be non-toxic and low-odor, creating a healthy
learning environment.
 Easy Maintenance: The caps fit securely to prevent drying out.
 User-Friendly Design: The comfortable grip allows for extended use.
Should be proven during the video, sir jar should observe this with me
 Social Media Marketing: Familiarity with social media platforms enable easier
marketing and brand visibility which would benefit the counterpart as well.
 International
 Prompt in time
 Organized in terms of inventory
  Data oriented – organize data, projection, anticipate
 Updated, customer care - remind time to time

Weaknesses
Where do your vulnerabilities lie?
 Brand Recognition: Less familiar brand compared to established whiteboard
marker brands.
 Higher Unit Cost: Despite offers on bulk purchase discounts that lead to lower
overall costs over time, the upfront per-unit cost could be higher compared to
some established brands.
 Limited Variety: A narrower selection compared to competitors could be a
disadvantage.
 Inadequate User Reviews: Limited user reviews compared to established brands
might create hesitation for the counterpart to switch from a familiar choice.
 Narrow Range of Sizes: Some teachers might prefer chisel tip markers instead of
bullet point tips.

Opportunities
Where does your counterpart’s power come from? What is beyond your control?
 Interactive Learning Trend: Educational shift towards interactive learning.
 Increasing Number of students: Rising population for immigrants could
lead to an increase of students thus requiring more teachers.
 Increased Global Trade: Rising global trade activity, including import and export,
can lead to a more stable and abundant supply of raw materials thus lower
production costs.
 Improved Working Conditions: Change in labor law addresses concerns like
fairer wages, smaller class sizes, or better benefits, it could attract more people
to the teaching profession.
 Discount, promo season of supplier

Threats
What are you going to do to maintain or improve your leverage?
  Shift to Digital Learning Resources: The increasing popularity of digital learning
platforms and interactive whiteboards could lead to a decrease in reliance on
traditional whiteboards and markers.
 Economic Downturn: This could force schools to prioritize essential supplies and
cut back on discretionary spending, potentially impacting sales of whiteboard
markers.
 Supply Chain Disruptions: Global trade disruptions caused by political instability,
natural disasters, or pandemics can lead to shortages or delays in receiving raw
materials. Such can disrupt production and potentially lead to stockouts or
production delays.
 Regulation on Safety: The emergence of stricter regulations on the safety of
stationery materials.
 Increased Scrutiny on Environmental Impact: Growing public awareness of
environmental issues could lead to increased scrutiny on the production and
disposal.
 Increased price of raw materials
 competitors

III. Interest/Needs of Counter Part (Prof. Jae)

What interests do parties want to satisfy?
 Identify their key organizational and personal interests, drivers and motivators.
 Demonstrate to them what they stand to gain if they follow your recommendations.
 Show them what they stand to lose if they do not follow your recommendations and a negative
impact on their key business drivers.

Problem: If there’s no maker, will still go to store, parking in stores are difficult
Teacher and students to get stressed over a marker naubos na, ugency, stress

Motivators/drivers: Systematic flow, accessibility, projection,

Gain – you wont be stressed

Time is more precious than buying these things,
IV. BANTA (Best Alternative to a Negotiated Agreement)
What can you do to satisfy your interests if you do not reach an agreement?

12-16 y/o likes cute stationery things

Reward for students
Pens, highlighters

V. Issues
Punctuality of delivery
Price vs quality
Low buying power (Low no. of teachers and students)