NEGOTIATION ESSENTIALS FOR MANAGERIAL EFFECTIVENESS

Negotiation Experience Diary

Exercise 4.3: Ponce de Leon

Your Name: Ishika Priya

Role You Played: Newman (Ellaine’s Agent)

Please be critical but constructive in the feedback you are giving your opposing part. By being critical
here, you will be in a position to give your batchmate feedback that he would never receive otherwise.
Remember, it is better to learn in a safe environment like a classroom and get critical comments from
a batchmate as opposed to learning through the hard knocks life doles out, and never learning from
your opposing party as to what went wrong. Be constructive, be mindful of not hurting your opposing
partner. Frame your feedback in such a way that can inform him about the steps he could have taken
to improve his behavior. Please remember this feedback will be shared with your opposing partner
and as most exercises are one on one, it will not be anonymous. Please submit this feedback to the
instructor and email a copy of it to your opposing party by the end of the day (23:59:59) that the
exercise was conducted.
When you receive the feedback, please take the feedback constructively. Try and analyze the thoughts
of your opposing party, and try and introspect to see what you could have done to make the
negotiation better. Try to consciously incorporate the suggestions for your next negotiation exercise.

Please reflect on the negotiation you were just a part of and answer the following briefly:

Name 1: Rohini C ( Ellaine)

What mark would you want to give your opposing party with respect to the effectiveness of
strategy/ tactic on the negotiation (5 being the highest, 0 being the lowest): _ _ _ _ 4_ _ _ _ _ _ _ _

Justify the reason behind this mark:

Rohini was polite and courteous and on one-on-one agreement negotiated strategically by putting
her demands reasonable. She listened and reciprocated well to the information and concerns
presented to her. The negotiation with her about movie selection was smooth as we both wanted to
work in her best interest and find a common solution. Even in the negotiation with CFO/directed she
backed me up in getting a better contract for the film.

However, she did not press hard enough for doing a historical drama compared to romantic comedy
and did not even mention the independent movie which was an alternative option. Her dream to
win Academy award and work in a historical drama regardless of the money offered got side lined
and she ended up agreeing to work in yet another romantic comedy movie as her possibly last
movie.

State three things you really liked about your opposing party’s handling of this negotiation:
 1. Reasonable Arguments and solution finding approach
2. Active listening, considerate response and a calm demeanor throughout
3. Support in Final negotiation with CFO/Director

State three things you would like your opposing party to improve with respect to the handling of this
negotiation:

1. Putting forward her demands more tactically

2. Evaluating her best interest
3. Not get influenced so easily

Anything else you would like her/him to know about this negotiation?

Considering working in a historical drama and winning an Academy Award was her top priority she
should have pushed more firmly to work in the film regardless of the money offered. However, she
was easily swayed away by her Agent to work in the romantic comedy movie. Also, she did not
question her other available alternatives (Independent Movie). She also did not enquire about her
competitor (other actors) as well as more substantiate questions about market research, movie
budget, offered range of contract etc.

Name 2: Meenal Jain ( Donald)

What mark would you want to give your opposing party with respect to the effectiveness of
strategy/ tactic on the negotiation (5 being the highest, 0 being the lowest): _ _ _ _ 3_ _ _ _ _ _ _ _

Justify the reason behind this mark:

She was able to communicate her requirements and expectation from the actor and movie but was
not able to justify the reasoning for paying less accordingly. She also did not question the market
research about Ellaine’s performance, lack of experience in this genre or communicate that they
were also considering other actors. Because of her revelation of certain information like how Ellaine
matched the main lead profile and they wanted to cast her for her excellent box office revenue
performance, the agent was able to push for higher reservation value.

She maintained a calm demeanor throughout and made the conversation more interactive by using
likability tactic of influence in her approach.

State three things you really liked about your opposing party’s handling of this negotiation:

1. Active listening
 2. Calm demeanor and presentation of her arguments which were polite and systematic
3. Using Likability tactic – she mentioned her fondness for the actor and used it to ease some
tensions about the negotiation

State three things you would like your opposing party to improve with respect to the handling of this
negotiation:

1. She was not able to convince the benefits of working with historical drama with renowned
director and actor over the contract amount offered.
2. She directed her entire conversation to the agent whereas she should have tried to convince
the actor to sign up for the role
3. She did not negotiate on the actor’s lack of experience, low probabilities of market research,
availability of other actors etc. which could have possibly made us lower our reservation
price.

Anything else you would like her/him to know about this negotiation?

The actor very willing to work in a historical drama film in the lead role and the money did not
matter much to her. She wanted to work with in a film which could possibly earn her an Academy
Award so had these aspects were highlighted in the negotiation reaching an agreement and signing a
contract was possible. However, during the negotiation, the entire communication was targeted at
the agent with whom there was no ZOPA on the contact amount offered.

Name 3: NA

What mark would you want to give your opposing party with respect to the effectiveness of
strategy/ tactic on the negotiation (5 being the highest, 0 being the lowest): _ _ _ _ _ _ _ _ _ _ _ _

Justify the reason behind this mark:

State three things you really liked about your opposing party’s handling of this negotiation:

State three things you would like your opposing party to improve with respect to the handling of this
negotiation:

Anything else you would like her/him to know about this negotiation?
Name 4: NA

What mark would you want to give your opposing party with respect to the effectiveness of
strategy/ tactic on the negotiation (5 being the highest, 0 being the lowest): _ _ _ _ _ _ _ _ _ _ _ _

Justify the reason behind this mark:

State three things you really liked about your opposing party’s handling of this negotiation:

State three things you would like your opposing party to improve with respect to the handling of this
negotiation:

Anything else you would like her/him to know about this negotiation?