What is your client reservation value

Assignment Help Management Theories

Reference no: EM131527788 , Length: 7

Thinking Styles, Negotiation and Conflict Management Assessment Title: Negotiation Role Play & Summary

Assessment Description -

You will engage in a negotiation for a celebrity endorsement advertising campaign.

You may be nominated to represent the advertising corporation and will receive email instructions from the company CEO including:

1. Appointment to represent the company as their agent for the negotiation of the endorsement contract;

2. Specific instructions about the desired endorsement contract fee and advertising campaign timeframe;

3. Information about the projected revenue to be raised from the advertising campaign;

4. Contact details of the agent appointed to represent the celebrity.

Alternatively, you may be nominated to represent the celebrity and will receive email instructions from the celebrity's manager including:

1. Appointment to represent the celebrity as their agent for the negotiation of the endorsement contract;

2. Specific instructions about the desired endorsement contract fee and advertising campaign timeframe;

3. Information about the projected revenue to be raised from the advertising campaign;

4. Contact details of the agent appointed to represent the advertising company.

Stage 1: Pre-negotiation

You must answer the following questions:

1. What is your client's BATNA? What is your client's reservation value?

2. What is the other party's BATNA? What is the other party's reservation value?

3. What is the ZOPA range? What is your strategy for claiming the greater proportion of the ZOPA?

Stage 2: Negotiation

You must:

1. Enter negotiations with their counterpart for the endorsement contract;

2. Maintain a communications log that captures the date, method, items discussed, and outcomes of each communication.

Stage 3: Post negotiation

You must prepare a short report (1 page) to your client advising the outcome of the negotiation.

Assignment Files -

https://www.dropbox.com/s/6z9vhonc2j6biqr/Assignment%20Files.rar?dl=0

Reference no: EM131527788

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Reviews

len1527788

6/12/2017 5:07:51 AM

Australian student, In this assignment, I will play a role as agent representing DeGrandis Sporting Goods for the negotiation of an advertising campaign contract with talent Sasha Cohen to endorse our ice skates. Sasha Cohen is currently being represented by Elite Sports Stars. Around 7 pages with double spacing, 1500+ words, need proper referencing with Intext citation. These two (Linked files.zip) are needed to be done and attach with the assignment.

len1527788

6/12/2017 5:07:43 AM

Precise identification of both BATNAs, both reservation values, and ZOPA range. Innovative and effective strategy for claiming the greater proportion of the ZOPA clearly articulated. Detailed communications log demonstrating effective implementation of strategy for claiming the greater proportion of the ZOPA together with highly adaptive behavior in response to negotiation process developments. Precise identification of feetimeframe combination that creates the most value for both parties to generate a Pareto efficient agreement. Clear and effective contingency contract entered to reconcile the difference in opinion between the parties over anticipated revenue.

len1527788

6/12/2017 5:07:36 AM

Clear and concise report indicating successful negotiation with over 90% of ZOPA claimed. Ideas & arguments are effectively structured. Thoughtful progression of ideas and details. Excellent transitions between paragraphs. Concluding comments leave the reader thinking. Major arguments are effectively woven throughout everybody paragraph, with ideas always related back to main arguments. Fully considered all the relevant issues and made significant observations made from appropriate theory and research. Excellent writing and expression of arguments. Sentence variety is effective and sophisticated. Tone is appropriate and consistent. Diction/ vocabulary is sophisticated and effective. Language is academic. Writing is clear, concise, and strong. Excellent/appropriate referencing, 100% in-line with requirements of Harvard style and consistent with KBS guidelines.

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