Thinking Styles, Negotiation and Conflict Management

Paper , Order, or Assignment Requirements

You will need to also negotiate the length of the advertising campaign. Long advertising campaigns lead to overexposure and can significantly reduce a sporting celebrity’s endorsement value, that is, the contract fee they can earn from their next advertising campaign. At three months, there is no effect on endorsement value but anything above three months has a negative effect and anything below three months has a positive effect.
Endorsement Months Effect on Endorsement Value
1 Save $200,000
2 Save $100,000
3 No effect
4 Lose $100,000
5 Lose $200,000

We expect DeGrandis Sporting Goods to generate $2.2 million in basketballs sales but they may have a much lower estimate which they may use to justify a lower advertising campaign contract fee. If they do, please negotiate a contingency clause or inclusion in the contract to avoid an impasse.
I look forward to receiving your report on the successful negotiation of the advertising campaign contract with DeGrandis Sporting Goods.

Assessment Description
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. 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 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.
Stage 1: Pre-negotiation
You must answer the following questions:
1. What is your client’s BATNA? What is your client’s reservation value? (100 words)
• Explain how you worked these out including what research you did.
2. What is the other party’s BATNA? What is the other party’s reservation value? (100 words)
• Explain how you worked these out including what research you did.
3. What is the ZOPA range? What is your strategy for claiming the greater proportion of the ZOPA? (300 words)
• Include minimum of 5 references with at least 3 from academic journals or textbooks.
Stage 2: Negotiation
You must:
1. Enter negotiations with their counterpart for the endorsement contract;
2. Maintain a communications log that captures the date, method, items discussed, and outcomes
of each communication- Template available
4. When you agree upon a contract fee obtain this in writing from the other student and attach an appendix.
5. If the negotiation comes to an impasse over estimated sales revenue complete a contingency clause and attach as an appendix- template available.

Stage 3: Post negotiation (200 words)
You must prepare a short report (1 page) to your client advising the outcome of the negotiation. – template available

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