Reference no: EM132475980

Point 1: Bean Sdn Bhd has been selling stationeries such as pencil, eraser, pen, paper and so on to various customer since 1996. Pipilo Bookstore is one of the loyal customer of Bean Sdn Bhd. Bean Sdn Bhd has been trading with Pipilo Bookstore for the past 25 years. This is because Bean Sdn Bhd is been providing several benefits such as trade discount, cash discount, rebate and so on. On 1st December 2019, Pipilo's higher management have decided to restock their goods as double as usual because there would be a high demand for stationeries as school will be opened within a month. Due to this, Pipilo Bookstore have demanded Bean Sdn Bhd for an additional 10% discount on the total goods purchased which not been asked before for the past 25 years.

Point 2: Bean Sdn Bhd know that if they accept to Pipilo Bookstore's requirement they would encounter a loss however, if Bean reject it they would lose a loyal customer as Pipilo. Therefore, Bean Sdn Bhd have discussed and came out a decision to provide an additional of 5% discount rather than 10% discount. In the same time Pipilo Bookstore would entitle for all the rebate that has been giving by Bean Sdn Bhd for the past 25 years.

From this scenario can you pls help me to answer the questions below using soccer field planning tool for negotiation

Question 1: Who is on my team on the field? Bean Sdn Bhd (Example)

Question 2: Who is on their team on the field? Pipilo Bookstore ( Example)

Question 3: Who is on my sidelines who can affect the play of the game?

Question 4: Who is on their sidelines who can affect the play of the game?

Question 5: Who is in my stands that are involved and interested, either directly or indirectly?

Question 6: Who is in their stands that are involved and interested, either directly or indirectly?

Question 7: What elements outside the stadium have an interest in the game, or can affect our game in positive or negative ways have to done for both parties

Suggestions:-

• Affect the rules?
• Change the "Climate"
• Other Competitors?
• Industry shifts and changes?