Strategy
Negotiating a Strategic Alliance for a Seoul D2C Cosmetics Brand
Overview
What this challenge is about.
Your task is to develop a negotiation strategy for GlowUp's founder to use in talks with the drugstore chain. You must analyze the BATNA, reservation price, and potential integrative elements (e.g., joint marketing, data sharing). Deliver a strategy memo, a negotiation plan with tactics, and a role-play script for a mock negotiation. Success means achieving a deal that includes at least a 6-month exclusivity cap and a margin below 35%, while securing prominent shelf placement.
The Brief
What you'll do, and what you'll demonstrate.
How can GlowUp negotiate a retail partnership that expands distribution without sacrificing brand control or profitability?
Earning criteria — what you'll demonstrate
- Apply distributive and integrative bargaining concepts to a real-world retail partnership
- Analyze BATNA and reservation price to set negotiation targets
- Design a negotiation plan that balances multiple interests
- Evaluate trade-offs between exclusivity, margin, and brand control
Program Fit
Where this fits in your program.
Sharpens the same skills your degree expects you to demonstrate.
Skills
Skills you'll demonstrate.
Each one shows up on your verified credential.
Careers
Roles this prepares you for.
Real titles. Real skill bridges. Pick the one closest to your trajectory.
Career mappings coming soon.