kbs mba506 conflict management analysis evaluation negotiations and counter

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 celebritys 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.
Stage 1:
Pre-negotiation
You must answer the following questions:
What is your clients BATNA?
What is your clients reserva2.
What is the other partys BATNA?
What is the other party
What is the ZOPA range?
What is your strategy for creatin Include at least fifteen academic references in your answers to minimum of five references coming from academic journals
Stage 2:
Negotiation
1. Enter negotiations with their counter
2. Maintain a communications log that outcomes of each communication
Stage 3:
Post negotiation (400 words)
You must prepare a 1 page letter to your client advising the outcome of the negotiation.

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