Negotiation and Deal-Making

Posted: by Damian De Luca in
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After studying principled negotiation techniques and analyzing the five core emotional concerns based on Roger Fisher’s textbooks Getting to Yes and Beyond Reason, my understanding on the subject was put to test by performing real negotiations. In every class I was given a set of premises that summarized the conflict that an entertainment venture was experiencing. Along with my own research of similar cases and several supporting documents, such as contracts and licenses, I had to prepare and conduct a negotiation with different classmates, trying to reach win-win outcomes.
Furthermore, I had the opportunity of interviewing a Broadway theater producer regarding his real-world experience in negotiations with investors, creative staffs, crew members, and casts.


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