The Importance of Planning a Negotiation Strategy for Sales Essay

2439 Words Jun 5th, 2013 10 Pages
Post Diagnosis Paper #2 | Oceania! | Role of Seller, General Sales Manager, POP Productions | Mark Peterson W00927582 |

Preparation In preparing for my Oceania negotiation I had to prepare myself to take on the role of the general sales manager for POP Productions. In doing so I read the role of the general sales manager and all the information that would be influencing and guiding my negotiation with the general manager of Windy City Theater about bringing in my Polynesian musical called Oceania. I read and analyzed this information multiple times until I had a complete understanding of the situation I was about to be submerged in and the responsibilities/duties I was obligated to fulfill. After completing this task and
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Being in a loud public setting had an extremely different effect on our verbal and non-verbal communication than that of being in the break-out rooms or class room setting where you feel obligated to talk in a proper business voice and sit in an upright manner; ultimately wearing a mask of deception which causes me to second guess everything my opposing party says or does. As we worked our way through the negotiation using friendly body gestures and speaking freely by using slang terms we started getting into numbers and bargaining mixes. We started off by discussing salary for my crew and cast. Taylor made the initial offer of $165,000 and I rebutted by saying I need a salary above $200,000. He then made an offer of $225,000 if I agreed to use my cast and crew for three matinees and autograph sessions. This sounded like a fair deal so I accepted it as part of the bargaining mix. The next topic was profit sharing. We agreed that I would keep 35% of the profits for this show since he agreed to pay for the lodging/board and meals. This gave the structure of my contract a value of $587,000 which is $287,500 more than what the Grand Palace was offering. When assessing our individual traits and how it influenced the outcome of our negotiation I believed it to have a positive effect. We were expressing almost identical moods and emotions which made us very cohesive and placed a large emphasis on premising relationship building and helping eliminate the

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