Reference no: EM133336399

William Shatner and the Warner Theater are negotiating to put on a production of "Man of La Mancha," with Shatner playing the role of Don Quixote. The production will be in Washington, D.C. Representatives for both sides are meeting to work out the details of the production, including compensation, casting, scheduling, and perks.

Your job is to negotiate the contract that will make this production happen. As both parties are interested in the deal, there is no non-settlement option for this problem. The only question is what the terms of the agreement will be. The contract must be acceptable to both sides, and the provisions must be unambiguous when given a plain English interpretation. You should score each provision in the margins, using the left margin for Shatner's score, and the right margin for Warner's score.

Your client is strong-willed and has a very high opinion of both his talent and his value to this production. Therefore, he is inclined to demand quite a bit of control over several aspects of the production and to insist that Warner treat him in a manner consistent with his status in the profession. He believes that his previous experience with directing and producing in the movies entitles him to have input in these areas for this production as well. Shatner has expressed some concern to you that he thinks Warner may have some sort of gimmicky approach planned for this production. Although he does not know exactly what the theater folks have in mind, he has instructed you to make sure that "Man of La Mancha" does not become some kind of "Star Trek" reunion. As much as Shatner hates to admit it, several members of the "Next Generation" and "Deep Space Nine" casts, such as Patrick Stewart, Avery Brooks, Brent Spiner, and Jonathan Frakes, have more recent and more extensive theater credentials than he does, so it is harder for him to object if Warner wants to put any of them in the cast. If any other "Star Trek" cast members are in the cast, he particularly wants a directing credit.

On the other hand, he does not have a great deal of theatrical experience, and wants to be sure that he does not embarrass himself in this production. Thus he wants plenty of preparation and rehearsal time. Since movie and television offers are not what they once were, Shatner has been thinking that the theater may offer new opportunities, and he would like to do everything possible to ensure that he gets good reviews of his work in "Man of La Mancha."

QUESTIONS:

1. What is your negotiation/ communication style?

2. What strategy do you plan to follow in the negotiation (competitive, cooperative, integrative)

3. What concessions are you willing to make and not willing to make? Why? List in order

4. What is needed to close the deal?