<p> Negotiation Prep Sheet Name: Shazeeye Kirmani Role: Sally Soprano’s Agent Sally’s Agent Lyric’s Business Manager NEGOTIA TION ISSUE POSITION INTERESTS POSITION INTERESTS Role of Ms. Soprano I want to launch a comeback for Ms.Soprano An We want to have no trouble during the production as Norma play the lead I want Ms. Soprano to get the forthcoming TV special deal on opera that experienced Ms.Rising Star has not been easy to work with given role of Norma could pay $45,000 soprano her attitude I want the confidence of Ms.Soprano toward me and my firm for future such as Ms. relationship Sally We want to have Sally Soprano play the lead role of I want Sally’s acting career to get a boost Soprano Norma at short notice because Ms.Risingstar is sick I am afraid that this might be the end of her acting career as there are other play the lead budding young Sopranos to fill her shoes role of We are afraid if we don’t signup Sally we will not I want to expand my firm’s opera practice Norma have much time to be ready for our first show which I want to establish a good reputation with my first assignment as a partner is due in 3 weeks I want to be able to boast to future clients of such a win and such a great story on reviving Ms. Soprano’s career</p><p>Compensati $ 26,000 I want Ms.Soprano to be paid as per the industry standards $ 16,000 We want to get the lead star, Sally at a discounted on for the I am afraid that a low compensation would signal that Ms. Soprano is cheap rate as Lyric is facing budget issues role of Norma We need Sally as the show starts in 3 weeks and it I want to have a positive impact on Ms.Soprano’s future deals will take a longer time to train a new Soprano</p><p>I am afraid that a low rate would hurt Ms. Soprano’s pride and reputation We are afraid that Sally might not bring a full packed and could possibly impact her performance house and we want to minimize our costs especially as we are non profit and our revenue is dependent on ticket sales</p><p>We are concerned about her declining performance in the recent years Marketing $ 50,000 I’m afraid if they don’t market enough the show may not be filled to full $ 25,000 We want word of mouth to do the marketing in for the show capacity and they could blame Sally for this addition to our minimal marketing efforts as this is a well established show running for a few years I want Sally to be associated with show as it’s critical she be marketed for a lead role in this show for her to get future engagements We are concerned with our budget and adding this on top of salaries will be a big burden as we’re a non profit</p><p>Negotiation Prep Sheet Name: Shazeeye Kirmani Role: Sally Soprano’s Agent What information do Why was Ms.Risingstar dropped from the title role? you need to obtain in How much are you putting into your marketing budget for the show? the negotiation (e.g. Are there any other Sopranos that Lyric is currently considering besides Ms.Soprano to play the lead role of Norma? confirm/disconfirm What is Lyric’s Plan B if Sally is not chosen especially since they have just 3 weeks left for the show? hypotheses, etc.)? If Sally Soprano is selected for the role will she be advertised as the new “Norma”? How easy or hard is it to train a new Soprano for Norma’s role in 3 weeks? What are the strengths Strengths and weaknesses of Sally has played the role of Norma before and needs very little training especially as the show is 3 weeks away your situation? Sally has sung many times in the past which make her mature and experienced not unpredictable like other Sopranos such as Ms. Risingstar Sally FITS the role – voice, looks (like a mother) and previous history of doing it Weaknesses Sally could be past the pinnacle of her career Sally’s popularity had declined in recent years It’s competitive environment where many young sopranos who would love to play this role Some part of Sally doing well depends on the marketing efforts at Lyric for this show What are some Sally is experienced and matured to do this role. She has sung many times over the years with Lyric. arguments you might Hiring someone else and training them may take more than 3 weeks use? Sally is dependable you have had experience with these other new Sopranos like Ms. Risingstar who are not predictable and you do not want that in the last 3 weeks before you perform. Sally’s last role received good reviews. The crowds like her and may want to see her come back in a lead role and what better way than to do one she has done best – Norma’s role The title role is befitting of Ms. Soprano’s age to play a mother of two children Since your biggest concern is attendance we could sign a contract that factors Sally’s compensation based on attendance Inflation has doubled. Prices paid to the top opera singers have gone up. Opera has gained increased in popularity. We are doing more shows than last year and hence Ms.Soprano deserves this high amount. Target Ms.Sally Soprano play the lead role of Norma for $20,000 and Lyric spend $45,000 on the marketing efforts. Sally received $22,000 for the same role 4 years ago and last year an inexperienced young Soprano got $24,000 for such a role so we believe $20,000 to be a good target considering Sally’s strengths and weaknesses. On average marketing for a show such as this is $45,000 Reservation Price Sally gets paid $10,000 for the lead role of Norma and Lyric spends less than $40,000 on marketing- We arrived at this number as there are other roles Sally can get for above $10,000. We believe anything less than $40,000 would set Sally up for failure. We believe playing the lead role of Norma is equivalent to our BATNA of playing a secondary role for $12,500. ATNAs Ms. Sally Soprano start looking for teaching/training Sopranos for $12,000 Ms. Soprano will quit Lyric and instead play in a TV soap opera or TV Alternatives? commercial for $10,000 BATNA Ms. Soprano will quit Lyric and instead play in a TV soap opera or TV commercial for $10,000 Possible Proposals Prepare the compensation based on scheduled attendance of the opera. For example, if attendance is more than 90% Sally gets $26,000 and if its above 85% Sally gets $20,000 and if it’s below 85% Sally gets $10,000. Accordingly, marketing dollars will also be allocated in the contract. If the role of Norma can be played by different sopranos on different days could we let Sally play the first 2 days and then you could decide on the other days based on attendance?</p>