STRATEGIC NEGOTIATION PLAN

CONTENTS
PRE-NEGOTIATION................................................................................................2

OBJECTIVES...........................................................................................................2

TIMES...................................................................................................................... 3

RESPONSIBLE (ROLE OF THE LEADER AND THE TEAM)..................................3

COMMUNICATION STYLES................................................................................... 5

FACTOR MATRIX....................................................................................................7

TRADING STYLE.....................................................................................................9

PROGRAMMED RESULT......................................................................................10

NEGOTIATION STRATEGIES...............................................................................11

NEGOTIATION TACTICS......................................................................................12

Personal tactics:.....................................................................................................12

Coarse tactics.........................................................................................................13

Fine tactics:............................................................................................................ 14

LEGAL AND COMMERCIAL TERMS....................................................................14

TIME.......................................................................................................................15

ALTERNATIVES.................................................................................................... 16

POST - NEGOTIATION..........................................................................................18

CLOSING OF AGREEMENTS...............................................................................19

COMPARISON BETWEEN PLANNED AND ACHIEVED......................................21

AREAS OF OPPORTUNITY..................................................................................22
 PRE-NEGOTIATION
The main basis of this phase is to begin to know what is the real interest behind the
position of the parties. For this purpose, it is recommended to question the parties
with a lot of creativity until the real interest is reached. In this phase of negotiation
simulation, of inventing options, of expanding possibilities without reaching an
agreement.

According to the previous meetings held with the company with which the strategic
alliance will be made, the following information is obtained that will help us make
decisions, Magic Tours is a tour operator which is a type of travel agency whose
essential purpose is the preparation and marketing of tours and alternative tourism
packages in the southeastern region in all its forms: Eco-tourism, adventure, rural,
cultural. The package is designed, generally to the preferences and tastes of the
clients, in prices, quality of services, experiences, previous or specialized
knowledge of the tourist destinations is required.

OBJECTIVES
General:

 Create a strategic alliance with the travel agency "Magic Tour".

Specific:

 To manage in a period of time no longer than 2 months an alliance with a

tourist company of the region, tour operator "Magic Tours".
 To be a leading tourist destination in the region that satisfies tourist
expectations in a period of no more than 2 years.
 Increase sales by 80%.
 Generate annual earnings of $150,000.
 Create differentiation strategies in the short term.
 Use creativity and innovation to carry out activities attractive to current and
potential tourists in the short term.
 TIMES
It is one of the most important parameters of a negotiation. Time has an economic
as well as a strategic value, and it is rarely possible to negotiate without taking time
into account. But in this alliance, time planning was carried out in order to carry out
each of the activities in an orderly fashion.

This is a way to comply with a series of activities taking into account a certain
sequence and an established time, therefore a Gantt chart is shown, of the
activities that were followed in order to carry out the successful negotiation with the
travel agency "Magic tour".

AC WE
TIV L M M JEK V S
ITI

A previous meeting will be held to interview the

members of the eco-tourism center "El Lirio del
Usumacinta" who intend to be part of the strategic
alliance with the Magic Tours travel agency.
Selection of the members that will be part of the team
of the
Negotiation
Meeting withinthe
themembers
strategic of
alliance.
the company's team to
Conduct a brainstorming session to generate the
most important points to ask the other company.
Meeting with the representatives of the travel agency
"Magic".
Tours
Inform "in Tenique,
all the Tabasco.
departments of our company about the
agreements made with the travel agency
Analysis of the results obtained during the period of
Activities.

RESPONSIBLE (ROLE OF THE LEADER AND THE TEAM).

(Role of the leader and the team)
Leader:

 Lic. Fernando Brown Vivas.

 He is the person in charge of carrying out the negotiation process with the
travel agency "Magic Tours".
 You have the ability to lead or guide your group.
 Ability to positively influence others for the achievement of a valuable,
common and humane goal.
 The leader is that person committed to assuming a position of power due to
commitment and conviction within a team environment.
 The leader must be able to identify and value individual skills in order to get
the most out of them and thus be able to have a better team. There are no
minor roles or less important jobs, as they all contribute to the collective
achievement.
 This person must know how to choose the negotiation style to be used in
this case.
 You should look for the best strategies to achieve a successful negotiation.
 Its function is to be in constant communication with the company's
representative.
 Tour Operator "Magic Tours".
 To know the number of people coming from this travel agency.
 Resolve any type of confusion or problem that may arise with the company.
 Reach legal and commercial agreements with the travel agency "Magic
Tours".
 He is the one who starts and closes the negotiation.
 You must inform your work team of the agreements and changes made with
other companies with which you have an alliance.
 The leader must inspire confidence.
 Must show a good attitude.
 This person must be distinguished by his personality, punctuality,
responsibility and truthfulness.
  Seek new alliances with tourism companies in this line of business.
 Maintains good relations with the companies with which it has alliances.

Equipment:

 Lic. Marbely Yarely Izquierdo Villanueva

 Lic. Sara Damaris Pérez López
 Lic. Blanca Estela López Méndez
 Lic. Saulo Emmanuel Garcia Cabrera

These people will be in charge of providing quality service to all tourists who decide
to purchase the services offered at the eco-tourism center.

They will also support the leader so that the company has a good image and
prestige in the eyes of society, being a team that strives and is committed to give
the best possible service to tourists. This will facilitate the process of alliances with
tourism companies. These people will be a team with high work performance to
achieve greater productivity in the company, they will be clear about the most
important aspects in the work environment.

In this way, the work team will unite their efforts, knowledge and skills to perform a
successful job, which with the help of four very important points that they have set
that will characterize them in their work activities, they will have a purpose, roles,
rules, responsibilities and the way to evaluate themselves. In a very clear, simple
and precise but well defined way each of these points.

COMMUNICATION STYLES
Communication styles are very important at the time of agreeing on the same
because it establishes the pattern to follow during the communication process to
avoid misunderstandings during the execution and signing of the agreements
within the negotiation in this case between the tour operator "Magic Tours" and the
eco-tourist center "El Lirio del Usumacinta".
During the negotiation an essential element is communication, that is why there are
4 totally different styles, however these depend on the personality and strategy of
the negotiators, so in this case 2 styles were developed during the negotiation:

Analytical:

Lic. Julio Cesar López Castellanos showed a serious and respectful attitude
towards the employees who received him upon his arrival at the eco-tourism
center, and was then taken to the office of Lic. Fernando Brown who was aware of
the issue.

Lic. Julio quickly asked the other businessman to proceed with the matter at hand,
so both people chose to describe in detail the organizations they were respectively
representing, exposing the strengths and opportunities of each of them, at times
Lic. Julio remained thoughtfully analyzing the situation in a very meticulous manner
and wrote down relevant points in a small notebook.

 Relationship Manager

On the other hand, there was the style of Lic. Fernando Brown Vivas, a very
confident person with many fresh and creative ideas to propose during the
negotiation.

In addition to being very extroverted, another relevant characteristic during the

conversation is the degree of conviction on the part of this manager, due to the fact
that he had a great facility with words to communicate, at the moment of
communicating with the other person he used the right words for the
situation.When communicating with the other person he used the right words for
the situation, with great professionalism he showed the information of the eco
tourist center by means of slides, which made an excellent impression on the Lic.
July.

At the moment of explaining the economic benefits, the person with the analytical
style was not very convinced, so Lic. Fernando quickly made an intelligent
modification to get the other party interested in the negotiation.
The serious attitude of Lic. Julio made it somewhat difficult to resolve important
details, due to the difference in personality and attitude of the other negotiator,
however the professionalism and good management of emotional intelligence on
the part of Lic. Fernando facilitated the agility of the agreements so that the
pertinent agreements could be reached, which benefited both parties.

FACTOR MATRIX
External negotiation factors

Time:

In order to obtain a successful negotiation, both companies planned a specific time

to achieve each of the objectives, since the establishment of deadlines served to
verify that each party complied in due time and form with what had been
established, and in the event that they did not comply with what had been agreed,
an alternative solution would be selected. The negotiators also agreed on certain
deadlines, and if any of them were to be missed, they would have the right to
terminate the negotiation and the defaulting party would be harmed.

Powers:

The people involved had the capacity to manage an efficient negotiation, so that
the knowledge and skills developed by each person had a relevant influence in
obtaining benefits in an equitable manner.

The security, perseverance and effort in the negotiation made both companies
achieve their goals, and the people involved felt committed to the work they are
performing, thus achieving satisfactory results in the professional and personal
spheres.

Information:

The search for information before and after the negotiation was very beneficial,
because both negotiators had to know very well the company with which the
alliance was carried out, in this part the internet was a very useful source to know
the services, the quality of the company and the prestige were only some of the
aspects that were analyzed to determine if it was convenient to establish the
negotiation with such company.

Culture:

The location of both companies and the style or customs of the environment
contributed positively and negatively within the planned negotiation, the thinking
and attitude to establish the terms and conditions of the agreement of the
negotiation itself.

In the case of Lic. Julio is a very formal, serious person, totally different from Lic.
Fernando a more relaxed entrepreneur and businessman without losing perception
or concentration on the matter, with a good sense of humor, sociable, charismatic
and very professional in his activities as such.

Education

The level of knowledge and preparation was another very important aspect for the
development of an effective and assertive communication. Both negotiators,
representing their companies respectively, made use of the correct or technical
language, gestures and tone of voice according to the personality of each party's
representative, thus achieving the understanding of the message between the
negotiator and the negotiator.

Internal negotiation factors

Standards:

Both companies established certain criteria or conditions to establish a negotiation,

in this case the priority was focused on the quality of the services offered by each
company, in order to keep up with the competition and thus ensure their
permanence in the market.

Standards play a very important role in the negotiation since they establish the
specific rules and criteria of order in terms and conditions as well as timing,
execution of activities, closing of agreements and signing of conformity at the end
of the negotiation.
Experience:

The ability of the managers was observed during the negotiation, in the case of the
travel agency representative, he showed great skill with numbers, analyzing each
one of the aspects and obtaining through a series of calculations the monetary
benefits for the agency. Lic. Fernando, through his ease with words, showed
convincing power and total confidence in what he was communicating, both people
had experience in this type of matters, so the negotiation was beneficial for both
organizations.

Competition:

During the meeting between the representatives of both companies, a general

analysis of the most prestigious companies in the region was carried out in order to
take actions to keep up with the competition and, above all, through the strategic
alliance, to strengthen the weaknesses of the organizations in order to position
themselves in the market.

TRADING STYLE
Currently many authors speak of the concept of situational negotiation, this refers
to the idea that there is no best negotiation style but that the negotiator must adapt
to the circumstances presented at the time he is negotiating, because if you always
use the same negotiation style you will have problems because hardly all
negotiations in which you participate will be exactly the same type.

Collaborative style:

As described above, the managers of the companies showed a positive and

professional attitude from the beginning without any disagreement that caused
delays in the negotiation. Therefore, the style that was developed is collaborative,
where both parties won, this negotiation was characterized by the fact that a
mutual union was carried out to achieve the results and also both organizations
agreed to preserve the relationship, in certain circumstances it was achieved that
the gains were greater than expected.
In this case, the negotiation adopted a collaborative style, since the coordination
and signing of the agreements and terms stipulated before, during and after the
planning of the agreement between the eco-tourist center "El Lirio del Usumacinta"
and the tour operator "Magic Tour" made the following points clear:

1. Duration of the agreements in the negotiation.

2. Benefit for both parties by selling the services of the eco-tourism center to the
general public.

3. The interest of good relations for future negotiations.

PROGRAMMED RESULT
In relation to the programmed schedule for the project to be carried out between
the eco-tourist center and the tour operator, it is necessary that the activities are
carried out according to plan and that the days marked for each activity are
respected in order to have a better control of the activities.

Because we have our activities administered with time since they will be carried out
by means of a chronogram of the activities and at the end we will know if
everything went as we wanted the benefits that this alliance with other companies
gave us result, and if they were the results that we expected to obtain with the
passage of time depending on the order of our activities, perhaps we will have
foreseen before time what could happen, the possible errors that could prevent us
from carrying out the activities in a correct way to reach our goals and fulfill the
objectives already foreseen.In this part we have to be very careful because there
must be certainty of what the results are and how to give them to both parties in
the negotiation and to all those involved in the company.

Perhaps if the result is not so convincing, we could give possible solutions to the
problem and how to face the situation so that in the long run it is not a crisis for the
company, analyze everything around us and how it will affect us if everything goes
as planned, we try to make new strategies to continue improving so that the results
continue to be positive, again making all the people involved in the whole process
of negotiation co-participants and that could help or improve the team work with
new and innovative ideas being strategists planning the negotiation process.again
making co-participants to all the people who intervened in the whole process of
negotiation and that could help or improve teamwork with new and innovative ideas
being strategists planning for the future to then get better results or those
expected.

NEGOTIATION STRATEGIES
These are actions that are carried out in order to meet the objectives proposed in a
negotiation. An important negotiation strategy is to collect and analyze as much
information as possible from the counterparty, either before or after the
negotiations.

The negotiation strategy defines the way in which each party tries to conduct the
negotiation in order to achieve the negotiation objectives and to obtain the
signature between the parties for ends that are convenient to them.

We should try to collect and analyze information on the motivations, needs and
interests, priorities, negotiation alternatives, negotiation style, strengths and
weaknesses of the counterpart (Tour Operator "Magic Tours").

Money at stake:

The main element of the negotiation with the tour operator was to obtain monetary
gains for both parties, so the entire process was carried out with great care, thus
achieving a successful negotiation.

The people involved showed seriousness and great commitment to the company
they represented, since the results obtained will define the direction of each
organization for the promotion and development of the same, in addition to the fact
that for the eco-tourism center it represents the opportunity to grow, position the
brand and image in the region and above all increase the number of tourists in the
establishment to generate more income and maintenance of the business in the
local and regional market.

The puppy:
This strategy was applied to convince the tour operator about the quality of the
services offered by the Centro Eco-turístico "El Lirio Del Usumacinta", inviting Lic.
July to take a tour of all the facilities showing the services and human quality of the
staff, in addition to enjoying a typical breakfast of the region and a boat ride with a
guide from the community.

These activities helped to further convince the entrepreneur to proceed with the
negotiation.

Both negotiators were open to the possibility of suggesting any proposal for
improvement or change in the services to meet the expectations of both the
negotiator and the market that demands them based on quality and attention to
tourists.

Act and accept consequences:

These types of negotiations always have certain risks and uncertainties, however,
the parties involved were willing to respond to positive or negative outcomes. This
is where maturity and decision making will play an important role, hence the
purpose of choosing people capable of responding in a timely manner to the
different scenarios that arise.

Active participation:

Skills, knowledge and experience were reflected throughout. Team participation,

cooperation and contribution of ideas helped to enrich the negotiation.

NEGOTIATION TACTICS

Personal tactics:
In the personal tactics is how the person reaches the prospects, the investment of
time that we will give to study well the other companies, to know them, the spirit of
wanting to do business and become better known, to have the conviction and
aptitude to negotiate always thinking positively, mental agility of what benefits the
negotiation will bring us, to question if it is the only business opportunity we have or
there are other alternatives.We must have the conviction and aptitude to negotiate
always thinking positively, mental agility of what benefits the negotiation will bring
us, questioning if it is the only business opportunity we have or if there are other
alternatives.

To make strategic alliances we have two companies as prospects, these

companies are the tour operator because it is the most complete in offering
services in the region and the eco-tourism center in Emiliano Zapata. The
negotiations to be carried out will have a mutual agreement so that none of the
companies will lose out and obtain many benefits.

It is also important to delimit the time that will be dedicated to study and know the
terms and conditions planned and if the counterparty (Magic Tour) is in full
agreement with the conditions or to restructure the agreements between both
companies.

We also took into account the importance of knowing the interests of the company
represented by Lic. Julio Cesar and what advantages and disadvantages will be
had with this alliance in order to start with the negotiation managed by the eco-
tourism center of Emiliano Zapata and be recommended by the wide range of
services and tourism offerings as an alternative to perform other types of tourism in
the municipality or the Rios region.

Coarse tactics
This tactic refers to the fact that we must understand the position of the other party,
they like us will question how it would benefit them to do business with the
ecological center, perhaps for the reason of being new in the municipality or has
not been open for so long in the market and it would be a risk for them, or maybe it
would be something feasible, keep questioning to find interest using creativity to
give opinions, and always have alternatives, that is to say a plan A and plan B,
leave the most difficult points for negotiation.It would be a risk for them, or maybe it
would be something feasible, keep questioning to find the interest using creativity
to give opinions, and always have alternatives that is to say a plan A and plan B,
leaving the most difficult points for the final negotiation.

Fine tactics:
 This is the phase of the small details that make the negotiation happen or
not, it depends on whether the negotiation was effective or not to be very
careful of the image we project to the companies.
 It is recommended to be meticulous in the details
 Review by lawyers of both parties that everything is handled legally to avoid
problems.
 Negotiating the most difficult points
 Do not put pressure on each other
 Reach a preliminary agreement to see when the next meetings will be held.

LEGAL AND COMMERCIAL TERMS

It is the legal instrument by means of which the parties agree to sign an alliance
contract between two companies for a specific period of time. Legal and
commercial terms are the agreements or rules under which the two companies
become obsolete in such a way that they benefit from each other.

The legal and commercial terms are the part where the agreements reached during
the negotiation process are signed in the meetings and meetings of the two
companies where legal people will participate in order to establish the agreements
reached during the negotiation process. This part is to sign the established
contracts with the established norms so that no company leaves the company
without complying with the established norms. In such a way that it will have to be
complied with according to what has been established. For the two companies, this
document gives legality to the alliance or to the agreements already established
from the beginning, for example:

I. All property rights of the information, services and contents of the company
belong to Centro eco turístico "Lirio del Usumacinta".
II. Modification, reproduction, publication or change of any part or all of any
condition of these legal and commercial terms is prohibited.

III. All information from both the eco-tourist center and the tour operator will be
handled with total privacy between the parties.

IV. If in the future any of the parties requires to make any modification in terms,
conditions of the negotiation agreement will have to express it in writing stating the
reasons and agree on a meeting prior to the procedure.

TIME
Time is the only variable in a negotiation that flows independently of the will of the
parties, i.e. the companies in the negotiation game, so it is essential to adjust the
times to the needs of both the manager of the eco-tourist center and the
representative of the tour operator "Magic Tours" to discuss the course of the
negotiation and whether the agreements have been correctly defined to meet the
objectives that mutually benefit both organizations.

Likewise, the negotiators (representatives of the companies respectively), in order

to take advantage of the time they have, carry out analysis and planning activities
in the previous stage of the process, such as the pre-negotiation point described in
this plan. These activities include planning the total duration of the negotiation
itself, the breaks to be taken and the number of meetings feasible to be agreed
upon or necessary to define the purpose of the mutual agreement objectives and
agreements.

The time it will take to carry out this negotiation will be from 1 to 2 months,
depending on how the agreement is made in the pre-negotiation, the time will be
extended according to the necessary investigations that have to be done to identify
the problem or the justification of the agreement between the two parties.

Meetings will be scheduled with the negotiating counterpart, where all members of
the negotiating team of the Eco Tourism Center and the Tour Operator will attend,
these meetings will take place twice a week with a duration of approximately 2
hours, according to the willingness of the two parties and the requirements of the
issues to be discussed.

In order to have more privacy and a better space to agree on the points to be
negotiated, the facilities of the administrative offices of the Eco-tourist Center will
be chosen for the meetings.

ALTERNATIVES
In the pre-negotiation the purpose of the negotiation that will be carried out
together with the Tour Operator was explained, the case is that a strategic alliance
will be made with the Tour Operator Magic Tour to include the Lirios del
Usumacinta Eco Tourist Center in the sale of its packages and at the same time
serve as a means of advertising.

During the course of the negotiation, various events, inconveniences or conflicts

may occur that may alter the main objective of the negotiation; however, by
developing other alternatives in advance, some other benefit may be obtained that
is different or similar to that of the main negotiation with the other company. For
this reason, additional alternatives are presented below, to ensure the agreement
with the Tour Operator, but which are oriented to obtain a benefit similar to that of
the main negotiation.

Plan A:

Obtain an agreement with the tour operator "Magic Tour" to include the "Lirios del
Usumacinta" eco-tourism center in the sale of their packages and tours.

This alternative includes the main purpose of the negotiation, and it is intended to
make tourists from different places come to the Eco tourist center located in the
municipality of Emiliano Zapata Tabasco.stico located in the municipality of
Emiliano Zapata Tabasco, having monetary gains on both sides, the first for total
income and the second for sales of the center's offer within the tour operator's
tourist packages, granting a commission for which it is considered that it will be the
best agreement where both parties will be winners.
Sometimes the first plan is not adequate due to external factors that are "not
controllable" in the negotiation process and a plan B and C has been designed as
a backup, as contemplated in the strategic negotiation plan that the eco-tourist
center "El Lirio del Usumacinta" is carrying out with the tour operator "Magic
Tours".

Plan B:

In the event that the tour operator does not want to include the eco-tourist center in
the sale of its packages, an agreement will be made in which only the promotion of
the eco-tourist center will be required, asking for authorization to hand out
brochures, place banners or use any other means of advertising in your agency.
As the other negotiating party is a nationally and internationally recognized Tour
Operator, this opportunity will be used to obtain advertising only, which will serve
as a means to make itself known in different places and expand demand.

PRELIMINARY AGREEMENT

This agreement will stipulate the points that the Lirios del Usumacinta eco-tourist
center wishes to obtain from the tour operator Magic Tour, in order to be included
in the sale of a tourist package and to be known by way of publicity. The following
are some important points that will be considered in the preliminary agreement and
will be taken up again at the closing of the negotiation. The agreement will be
made through an agreement or contract which will have the necessary legal basis
to make the negotiation feasible.

• The tour operator Magic Tours will include the Lirios del Usumacinta eco-
tourism center in the sale of its packages. It will also serve as a means of publicity
to publicize the Lirios del Usumacinta eco-tourism center.
• The eco-tourism center is committed to providing all the spaces and
services so that the travel agency can offer and sell them to tourists.

• The tour package will be made and consolidated mutually by the travel
agency and the eco-tourism center, in order to obtain a better result in terms of
customer satisfaction, and benefit both establishments.

• In the eco-tourism center, a space will be reserved in the facilities for the
travel agency to make itself known through brochures or other advertising media.

• Notify the sale of any tourist package in order to make the corresponding
arrangements for the reception of tourists.

• The payment of commissions to tour guides or to the travel agency in

general.

• All the facilities will be available for tourists in case they need to use them,
this will have a minimum charge, which will be discounted for groups of 15 people
or more.

POST - NEGOTIATION
In the post - negotiation the necessary documentation will be made to close the
deal, referring to the preliminary agreement, the contract will be made to establish
the legal bases that make the agreed negotiation feasible and credible.

The necessary meetings will be held for this act, in addition to the presence of the
people involved, such as the partners of both companies, the leaders of the
negotiation, as well as the lawyers who will help in the legalization of the contract.

Before closing the deal, concessions will be scheduled with the other party to talk
about the points raised, if possible, a break will be taken so that both parties can
think as well as analyze very well the advantages and disadvantages of the
agreement, so that if there are any pending details, they can be solved as soon as
possible.
Meetings will be scheduled after the closing of the negotiation to learn how the new
agreement is progressing, in which sales comparisons will be made in which the
benefits obtained will be clearly observed.

The meetings will also be held so that contact between the two companies is not
lost, since new negotiations could be made with the Tour Operator, or simply to
maintain the same agreement which, if it brings many benefits, cannot be
abandoned, or, failing that, the way in which the agreement or contract can be
renewed in a certain period of time will be considered.

CLOSING OF AGREEMENTS
In accordance with the negotiation held between the company Montecristo S.A de
C.V. (legal entity) with the corporate name "El Lirio del Usumacinta" and the
counterpart Tour Operator "Magic Tours" based on the strategic alliance that
accrues the expected benefits for both companies.

The following points are described and stipulated in writing for legal or commercial
purposes as agreed upon by both companies.

Formalization of the Agreement.

General Purpose

Establish an alliance as part of a strategic negotiation plan with the Tour Operator
"Magic Tour" to position ourselves as one of the most recognized tourist centers in
the region, segmenting our market by differentiating ourselves for the warmth of
our services, providing satisfaction to our customers with the tourist offer and
publicizing our product to increase sales and image.

Identification of the Parties

Company: Montecristo S.A de C.V. With Social Denomination Eco-tourist Center

"El Lirio del Usumacinta".

It is located at Carretera La Isla Km. 10 In front of Ejido Pochote, C.P. 86981,

Emiliano Zapata, Tabasco.
The representatives of the company Montecristo S.A. de C.V. with the corporate
name Centro Eco-turístico "El Lirio del Usumacinta" are the following individuals:

- Fernando Brown Vivas.

- Saulo Emmanuel García Cabrera.

- Blanca Estela López Méndez.

- Sara Damaris Pérez López.

- Marbely Yareli Izquierdo Villanueva.

Corporate group

Viajes del sureste S.A. De C.V. With Social Denomination Tour Operator "Magic
Tours".

The Tour Operator "Magic Tour" will be located at the entrance of the Municipality
of Tenique, Tabasco on 20th street of the Emiliano Zapata Tabasco highway at Km
203.

The representatives of Viajes del sureste S.A. De C.V. They are the following
individuals:

- Julio Cesar López Castellanos

- Marco Ivan Cabrera Magaña

- Obehed Santos de la Cruz Simehi

- Lusi Isabel Jiménez Arcos

- Melchora Méndez Vázquez

Agreements / Commitment

1. To carry out the tasks to be performed with diligence and within the framework
of legality.

2. Ensure their contribution to collective results.

3. Neutralize any circumstance or event that jeopardizes the goals and equitable
benefit for both parties.

To guide, if necessary, the performance of our collaborators.

5. Ensure alignment of these with common goals.

6. Follow the rules and methods set forth herein.

7. Subordinate own interests to collective interests.

8. Cultivate corporate values.

9. To exercise constructive criticism, intelligently formulated.

10. To be loyal, honest and consistent.

11. Persevere in the face of difficulties.

12. Receive the profit from the sale of the tourist product, granting at the same time
a commission to the Tour Operator "Magic Tours" for each sale to the public.

13. Implement continuous improvement and innovation.

14. To represent our organization with dignity before third parties.

15. Balance the personal relationship with the execution of tasks.

16. Contribute to the quality of life at work.

COMPARISON BETWEEN PLANNED AND ACHIEVED

Planned results

They are based on a planning forecast influenced by the negotiation agreed upon
to obtain benefits in favor of the eco-tourism center "El lirio del

Usumacinta" and the Tour Operator "Magic Tours".

PLANNED OUTCOME
TOTAL NUMBER OF VISITS 2800
PERCENTAGE 100%
VISITS PER WEEK 350
 NUMBER OF WEEKS 8
PERIOD OCTOBER - NOVEMBER

The results obtained

These are data from the last quarter of 2012 (October - November, December
does not yet apply) and show a gradual behavior week by week.

AREAS OF OPPORTUNITY
In relation to the negotiation established between the eco-tourist center "El Lirio del
Usumacinta" and the Tour Operator "Magic Tours", areas of opportunity have been
established where the product can be placed, moved, marketed, positioned in the
market, and the tourist offer can be made known.areas of opportunity where the
product can be placed, move it, commercialize it, position it in the market, publicize
the tourist offer and create a strategic alliance to obtain benefits for both the tour
operator and the eco-tourist center.

Identification of opportunity areas

Local Market

Regional Market

3. State Market

Local Market:

Within this market you will find potential and real customers, focused on the taste
for adventure tourism and ecotourism. It has been defined as an area of
opportunity because this market corresponds to the municipality where the eco-
tourism center is located and it will be feasible for them to use the facilities of the
place without setbacks since they know the needs of the sector and the
environment.

Characteristics of this market:

- A bit monotonous.

- Decision to purchase if it is in your environment.

- Scope and knowledge of the area.

- They are awaiting news.

Regional Market:

Delimited for a geographic zone that in this case comprises the area of the rivers of
the state of Tabasco (Emiliano Zapata, Balancán, and Tenosique) the latter is of
utmost importance because the negotiation was held with the company "Magic
Tours" located in that municipality.

For regional tourists and due to the characteristics of the region, they show similar
tastes for adventure tourism, ecotourism, among others, just like local tourists, but
unlike local tourists, the three municipalities have been selected as an area of
opportunity because it will be possible to capture more market that will make the
eco-tourism center profitable and position the Tour Operator's brand, generating
benefits for both companies and contributing to the economic development of the
region.The three municipalities have been selected as an area of opportunity
because it will be possible to capture more markets that will make the eco-tourist
center profitable and position the Tour Operator's brand, generating benefits for
both companies and contributing to the economic development of the region.

Benefits of the state market

- He will present the services of the eco-tourist center and the tour operator.

• Positioning the name and brand of the companies for their growth.

• It will generate an offer mode that satisfies the needs of potential tourists in
the state of Tabasco.

- It will increase productivity and reduce seasonality.

- Visits to the center will increase and travel streams will grow.

• The Tour Operator's commissions on sales of eco-tourist center services will

increase the sales commissions received.

• Gradually capture markets outside the state's borders, for example:

domestic tourists.

- Position and sell both brands in the market.