This negotiation took place between a producer, who is the new Vice President of Production at National Artist Production, and a young and successful Hollywood Director. My team was the producer. The purpose of the negotiation was to reach an agreement with the director and do not let him take the film to another studio. This negotiation was very important to our team because this was the first film production of the producer after he got the promotion as the new Vice President. Besides, we must deliberate in preparing for this negotiation because the director had a difficult personality and had exceeded the deadlines and budget of making films in his previous films.
There were eleven aspects needed to be considered. Each aspect associated with a number of points. As given in the context, our reservation was 3,000 points. Our target was 16,200 points by maximizing the points of eleven issues as described in the table below.
COMPARISON BETWEEN THE TARGET POINTS
AND THE AGREEMENT POINTS OR OUR PARTY (PRODUCER)
Our Priorities Target Expected
Payoff Real
Agreement Real Payoff
1.Directors bonus 0% 4400 7% -500
2. Pre-production budget $250,000 2000 Same as target Same as target
3. Location Hollywood 2000 Same as target Same as target
4. Salary $400,000 1600 $450,000 1400
5. Female Lead Jennifer Lopez 1500 Same as target Same as target
6. Editorial Control Unilateral editorial control 1550 No say in editing -450
7. Personal Location Budget 0 1250 650 -100
8. Male Lead Harrison Ford 750 Mathew McConaughney 300
9. Post production Schedule 1 month 400 Same as target Same as target
10.Production Designer Sandra Neal 500 Same as target Same as target
11. Child Star Dokota Fanning 250 Same as target Same as target
Total 16200 7300
To pre...
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...to establish a good process of sharing information, the negotiators should try to contribute to the table a two-way flow of information. If one can provide some information about his or her priorities, the others will be encouraged to start giving information also.
(4) Besides, each party should have an active listening to the other side to understand the other side’s real needs and interests. Moreover, when having a careful focus on the interests of the others, each party will have an opportunity to discover the mutual interest of both. Thus, all participants will have more basis to get a common agreement. However, it is worth noticed that one negotiator should not forget their own interest while pay attention to the others’ interests. Therefore, being flexible is necessary to protect one’s own interest and at the same time, associate with the others’ priorities.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2010). Negotiation: Readings, exercises and cases
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New York, NY: McGraw Hill. ISBN-13: 9780073530369
Lewicki, R., Saunders, D.M., Barry B., (2010) Negotiation: Readings, Exercises, and Cases. 6th Ed. McGraw-Hill Irwin. New York, NY
Flannery O’Connor was a devout Christian writer who believed everyone was on some sort of quest. If a person was not on a quest, they had no control or order within their life whatsoever. O’Connor voices her opinion through the development of her characters. The majority of O’Connor’s characters are on a quest. According to O’Connor, there are three types of quests that every person should embark on. The three types of quests are, a quest for God, a quest for self-knowledge, and a quest for better relationships with others. If a character in one of her short stories is not on a quest, he/she meets a very gruesome and violent demise because of their lack of order and control in their life. “A Good Man is Hard to Find,” a short story by O’Conner, written in 1953, demonstrates the beliefs O’Connor made known to her readers pertaining quests in life. The short story, “A Good Man,” tells the story of a family of six who set out on an out-of-state trip; as they were making their way out of town, the family is in an accident and is left stranded in a dark highway. They encounter “the Misfit...
Negotiations are supposed to begin in a positive way in which the negotiators consider the needs and wants of the others involved and their shared interests and interdependencies.... ... middle of paper ... ... References Michael R. Carrell, C. H. (2008). Negotiating Essentials: Theory, Skills, and Practice.
Negotiations styles are scholastically recognized as being broken down into two general categories and those are distributive bargaining styles and integrative negotiation styles. Distributive bargaining styles of negotiation are understood to be a competitive type of negotiation. “Distributive bargaining, also known as positional bargaining, negotiating zero-sum, competitive negotiation, or win-lose negotiation, is a type or style of negotiation in which the parties compete for the distribution of a fixed amount of value” (Business Blog Reviews, 2011). This type of negotiation skill or style approach might be best represented in professional areas such as the stock market where there is a fixed goal in mind or even in a garage sale negotiation where the owner would have a specific value of which he/she would not go below. In contrast, an integrative negotiation approach/style is that of cooperative bargaining, or win-win types ...
Lewicki, R. J., Saunders, D. M., & Barry, B. (2011). Essentials of Negotiation (5th ed.). New York, NY, US: McGraw-Hill.
Most of the common activities in our daily life present an opportunity to negotiate, whether or not we realise it. Meta-reflecting upon my negotiation experiences during the class and other activities have led me to identify few common themes. In this assignment, the two themes I will be discussing are (1) the importance of being clear on the strategic intent and big picture thinking, and (2) the importance of managing the negotiation process through understanding the various phases and visualising negotiation as a train journey.
Negotiation, as we’ve learned, is the process of communicating where parties can discuss problems and/or targets and attempt to solve them via dialogue in order to reach a resolution. While many individuals feel successful negotiations are due to a natural skill, the truth behind reaching a prime agreement is preparation. You need to know the issue, know yourself, and know your party. This type of preparation also includes knowing your needs and limits, understanding what the other party wants and anticipating their limits, asking the right questions, and being creative in your counteroffers.
In conclusion, the theory of principled negotiation is very impressive, although it at times seems to be simplistic and meant for an ideal world. Nevertheless, it allows all sides of the conflict to be examined through the broadening of options. It allows disputants to maintain any relationship that they had before the conflict and negotiation. Overall, principled negotiation is meant to lead to satisfactory results for both sides, creating a win-win situation for all.
2.It is essential to have full and up-to-date details of the agreed ways of working as we need to follow all the policies and procedures as well as all the specific requirements and needs of each
Lewicki, R. J., Saunders, D. M., & Barry, B. (2010). Negotiation: Readings, exercises, and cases. New York: McGraw-Hill Irwin
During this course, I have learned a lot about negotiating. We learned about almost every negotiating technique there is. We learned about cross-cultural negotiations, body language, Best Alternative To a Negotiated Agreement (BATNA), variables in negotiating, and many more. Before this course, I did not know that much about negotiating. I thought that negotiating was just about trading or convincing someone to give you what you want and you did not care about the other side, resulting in a win-lose. I now know that negotiating is about getting what you want, but also giving the other side what they want as well to result in a win-win. This paper is about how I am going to improve my negotiating skills over the next six months. In order for me to improve my negotiating skills, I believe I need to improve the following skills- my body language, communication, planning, and my interpersonal communications. By improving those skills, I can become an effective negotiator.
Finally, the addition of parties makes the gathering and sharing of information much more difficult. Negotiations need to be flexible enough to allow new information into a discussion. However, by increasing the size of a group, the amount of new information grows. This makes is challenging to develop creative alternates to solutions and meet participate objectives.
Negotiation has been used as a vital communication tool not only in business but also in social intercourse. It helps people make common agreement and avoid conflict. So we need to use the tactics which we learned from this course and books to do more practice, only in this way we can gain advantages in negotiation.