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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.

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