Negotiation and Conflict Management
Your Task
You will engage in a negotiation for a celebrity endorsement advertising campaign.
Assessment Description
You may be nominated to represent the advertising corporation and will receive email instructions from the company CEO including:
1. Appointment to represent the company as their agent for the negotiation of the endorsement contract;
2. Specific instructions about the desired endorsement contract fee and advertising campaign timeframe;
3. Information about the projected revenue to be raised from the advertising campaign;
4. Contact details of the agent appointed to represent the celebrity.
Alternatively, you may be nominated to represent the celebrity and will receive email instructions from the celebrity’s manager including:
1. Appointment to represent the celebrity as their agent for the negotiation of the endorsement contract;
2. Specific instructions about the desired endorsement contract fee and advertising campaign timeframe;
3. Information about the projected revenue to be raised from the advertising campaign; Contact details of the agent appointed to represent the advertising company.Assessment Instructions
Stage 1: Pre-negotiation (700 words)
You must answer the following questions:
1. What is your client’s BATNA? What is your client’s reservation value? Explain how you worked these out.
Word count :- 100 for question 1
2. What is the other party’s BATNA? What is the other party’s reservation value?
For that I have attached other partys information in bottom of the case study ..that will be helpful to you.
Explain how you worked these out. Word count :- 100 for question 2
3. What is the ZOPA range? What is your strategy for creating value? Word count for that question is 500 words
Include minimum of five references coming from academic journals.
Stage 2: Negotiation (300 words)
You must:
1. Enter negotiations with their counterpart for the endorsement contract;
NOTE:- for that I have attached the all the emails with whom I have negotiated. I need it that well managed.
2. Maintain a communications log that captures the date, method, items discussed, and outcomes of each communication
3. when u agree upon a contract fee obtain this in writing from other party and attach it as an appendix.
I have attach that email also in this. At the bottom
4. if the negotiation comes to an impasse over estimated sales revenue complete a contingency clause and attach as an appendix – template available
Stage 3: Post negotiation (400 words)
You must prepare a 1 page letter to your client advising the outcome of the negotiation.
Word count 400 for that one