The Importance of Planning a Negotiation Strategy for Sales
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 recognizing what my goals were I had to decide what strategy and type of negotiation I should use in order to plan appropriately and arrive at the goals assigned to me by POP Production. It was made clear that my goal was to structure a contract/deal with Windy City Theater that would outline an agreement concerning profit sharing of the box office tickets, salary amounts paid to my cast and crew, and who would be responsible for lodging/board costs. Having a lot of criteria and alternatives revolving around these three negotiable components, it created a wide range of bargaining mixes. With further research and exploration of information regarding WCT it was obvious that I did not have a clear understanding of their exact goals and priorities when it came to hosting a show in their theatre. Recognizing this blind spot and the importance to keep a positive and healthy relationship for the possibility of future business (Bugles); I decided to choose collaborative negotiation that would aim to create a settlement that fully satisfies all parties. After conceptualizing the information and present situation it had clearly outlined the necessary conditions that characterize collaborative negotiation and reinforced my theory that I was heading
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 recognizing what my goals were I had to decide what strategy and type of negotiation I should use in order to plan appropriately and arrive at the goals assigned to me by POP Production. It was made clear that my goal was to structure a contract/deal with Windy City Theater that would outline an agreement concerning profit sharing of the box office tickets, salary amounts paid to my cast and crew, and who would be responsible for lodging/board costs. Having a lot of criteria and alternatives revolving around these three negotiable components, it created a wide range of bargaining mixes. With further research and exploration of information regarding WCT it was obvious that I did not have a clear understanding of their exact goals and priorities when it came to hosting a show in their theatre. Recognizing this blind spot and the importance to keep a positive and healthy relationship for the possibility of future business (Bugles); I decided to choose collaborative negotiation that would aim to create a settlement that fully satisfies all parties. After conceptualizing the information and present situation it had clearly outlined the necessary conditions that characterize collaborative negotiation and reinforced my theory that I was heading