Essay Oceania

812 Words4 Pages
INTERNATIONAL NEGOTIATION

Oceania_POP
Tuesday, May 29, 2012
3:28 AM

Homework for INTERNATIONAL NEGOTIATION
Group Member:
Hong Nhung BUI
Dian Amanda Pereira
Kimberly Hiew Yi Mei
1. Negotiating Variables & Elements impact negotiation
Negotiation
items

Opening

Ticket revenues Targeting

Walk away/
Limit

$1,100,000
$550,000

Strategy & Explanation

Attention
Elements impact negotiations $275,000

Split of ticket revenues 60%

50%

25%

Performance
Schedule

9 performances 5 evenings
2 weekend matinees 2 weekday matinees 9 performances 6 evenings
3 weekend matinees 0 weekday matinees 13 performance s
6 evenings
3 weekend matinees 4 weekday matinees Matinees all
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1. Miss the show, don't dealing 2. Pay for lodging and board- 4. Question in order to discover WCT's interests & BATNA?
a. Their interest
i.
What are you looking for? ii. Why is it that you want that? iii. What is the outcome?
b. Their BATNA
i.
Depends on the situation, if it's competitve => who can give you better value than us? INTERNATIONAL NEGOTIATION
5. Which information disclosed to WCT?
a. Extra performances will tire crew, scenery and props that will lead to poor performance and bad image. This would be unnecessary costs for WTC because they are not benefiting value from the cost of crew salaries.
b. Possible long term opportunities: BUGLES
c. Sacrificing a tight schedule for WTC
d. Relationship with Marquis and will be able to negotiate a good price
6. Which information withheld?
a. Amount of BATNA
b. Possibility that we are able to pay for our meals
7. Strategy & Tactics
a. Re-scope the tasks
i.
Performance only in weekend & Evening
b. Restructure the finance
i.
Use off budget: capital to operating finance, ii. Split to 2 budgets: lodging & Board, payment term installments,
c. Leverage economy of scale
i.
BUGLES- show ii. Theatre production partner
d. Add non-monetary options
i.
Advertising & Newsletters ii. e. Longer contract
f. High Anchoring point
g. Attempt to identify party's interest
h. Demonstrate value of our theater
i. Create a good
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