The Player

2354 Words Mar 3rd, 2013 10 Pages
Joshua Stark
MGMT619
In-Class Negotiation
The Player
Introduction
“The Player” was a negotiation between the newly appointed Vice-President of National Artists Productions (NA) and a successful Hollywood director. This negotiation could have resulted in the first major motion picture deal that the producer would have worked on after his promotion to VP. In this negotiation I played the role of the Vice-President. My goal was to reach what I felt was the most satisfactory agreement possible with the Director. There were 11 issues to negotiate, and each had points associated with them to show the importance of each issue. The 11 issues included the following: director’s base salary, pre-production budget, post production schedule,
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I felt that we could logroll with these two issues and come to a compromise by trading off the desire for many locations with a low personal budget or visa-versa. However, I again noted that I ended up compromising on both issues. On the location we agreed on 2 locations, this was my resistance point. On the personal budget we agreed on $650, which was beyond my resistance point. Again, I communicated my willingness to compromise. I wanted to make a good film and was willing to collaborate with the director to produce a quality film within budget. My hope was that he would see that I was “willing to scratch his back” and that he would reciprocate down the road.
The next three issues we negotiated were editorial control, preproduction budget, and post production schedule. Again we logrolled with the issues and came to an agreeable decision. The outcome of the negotiation of this particular bundle was evenly distributed. I felt that the director was willing to collaborate with me on these issues. I wanted the entire negotiation to follow the concept of the integrative negotiation process by setting the tone of the negotiation as a win-win. Reflecting on how the negotiation was going to this point I felt that I may have conceded on more of the issues than the director, but the hope was that the director would concede on the issues that were important to me. I felt I was sensitive to the director’s

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