Negotiation Role Play

You will engage in a negotiation for a celebrity endorsement advertising campaign.
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. Informationabouttheprojectedrevenuetoberaisedfromtheadvertisingcampaign;
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;
4. Contact details of the agent appointed to represent the advertising company.

1. What is your client’s BATNA? What is your client’s reservation value?
2. What is the other party’s BATNA? What is the other party’s reservation value?
3. What is the ZOPA range? What is your strategy for claiming the greater proportion of the ZOPA?
Include at least fifteen academic references in your answers to the above questions with a minimum of five references coming from academic journals.

1. Enter negotiations with their counter part for the endorsement contract;
2. Maintainacommunicationslogthatcapturesthedate,method, items discussed, and out comes of each communication.
. .
You must prepare a 1 page letter to your client advising the outcome of the negotiation