Vivian Espinosa Case

Vivian Espinosa

A00268032

TB 1472514

Negotiation Report

International Negotiations and Bargaining

1. What, in general, did you learn about negotiation from the exercise? What surprised you? What would you do differently if you had a chance to do the exercise again?

In the Sally Soprano Case I played the role of Sally’s agent. In this case we had a wide area of interests to negotiate. My instructions were to persuade the Lyric Company to give Sally the leading role and pay here a reasonable salary. Also use a marketing strategy to fill the audience because if not they will blame Sally for not being able to fulfill the Lyric Company’s expectations.

I feel that this exercise is a great example of using positional bargaining and principled negotiation. A principled negotiation produces wise agreements amicably and efficiently .

The case points out a good opportunity that any such analyses should be based on a consideration of the parties' relative BATNAs.

Good negotiators put the distributive issues in this case in perspective and reduce their importance by dovetailing interests with creative options that expand the pie. This case has an extensive potential range of creative options.

Since the case does have a strong competitive element, there is a great opportunity to explore techniques for indirectly and directly extracting information from the other side. As well of the use of techniques of protecting oneself from "giving in" the possibility for gains that were unforeseen can be explored and discussed.

For this negotiation exercise I should have insisted more in getting a higher salary, we defined it at 26,000 but I should have prepared a better compensation package based on the scheduled attendance to the opera. For instance if the attendance would have been greater than 90% receive an additional payment.

2. How did the actual outcome of the exercise compare to the pre-negotiation strategy you developed? How do you correlate preparation with outcome?

The pre-negotiation strategy I used was to focus the negotiation on the issues that were for my best interests and also I put myself in the Lyric Company’s shoes to understand their interests. We reached