(1) PREPARATION TABLE FOR THINKING ABOUT ISSUES, INTERESTS AND OPTIONS

Issues My/Our Interests Relative Possible options Their Interests

What matters are What do we care about?
we trying to (List interests in order of
reach agreement their relative importance.)
on?
- Getting the lead 1. Making her comeback
role (Norma) by starting off with this
- Deciding the lead role
pay 2. Get the TV lead role
3. Enhancing her
reputation
4. More engagement
opportunities &
confidence
5. Publicity
6. Renew relationship
with Lyric so they can
continue engaging her
Importance What are the possible solutions that can meet
the interests of both parties?
Vary your monetary outcomes
- Set your monetary prices with additional
conditions e.g. if you give an attendance of
85% audience, we will give a bonus of $10k
- **See page 2 for reservation price
Non-monetary outcomes
- Ongoing long-term relationship with future
prospects of business
- Engaging on publicity and marketing
campaigns for either or both parties (E.g.
Lyric can send Sally to Brazil for Botox/
Sally can offer Lyric’s audience a sneak
peek into the opera/ Sally donates 30% of
proceeds from her income to fund Lyric)
If I were in their shoes, what
would I care or worry about?
(List interests in order of their
probable relative importance)
- Find a replacement within 3
weeks or face cancellation
(which is undesirable)
- Successful run of Norma
(generate at least 80%
house)
- Establishing precedent for
paying only the appropriate
salary
- Prevent cancellation of the
show
- Keep the cost of hiring Sally
low

Criteria (Legitimacy):
- Assess your commitments by looking at objective factors and other factors
- E.g. dependent on market value, market practices, third party endorsements, future prospects of working with each other, whether both
parties are engaged in friendly, amiable processes, are the commitments practical and legitimate?
- Is it fair, just and something that all parties can accept?
 (2) PREPARATION TABLE FOR THINKING ABOUT BATNA, CRITERIA & PROCESS

Our possible Pros Cons Improvement of Their possible Pros Cons Alteration of their Possible objective
alternatives my BATNA alternatives BATNA criteria that can be
used to determine
What could I do to What can I do to What could they do to What can I do
(Underline (Underline terms of agreement
satisfy our interests if we improve my satisfy their interests if legitimately to make
do not reach an your BATNA) BATNA? we do not reach an their possible their BATNA less (Eg. market price,
agreement? (Max 3) agreement? (Max 3) BATNA) attractive? industry practice etc)

- Apply for other - Emphasise to - Use secondary For Lyric to

auditions Lyric that they singer and use the strengthen their
- Apply straight to TV will be unable to remaining 17k for BATNA:
special (45k) find anyone else publicity - Highlight their
- Sing for secondary within timeline - Cancel the show at a prestige
roles (10k -18k) - Emphasise on huge cost - Say she hasn’t
- Be singing coach market rate and - Reschedule been singing for
- Sing for $0 justify with - Increase price of lead roles and
experience tickets for finding might not create to
someone willing to 85% attendance
**STRONGER sing rate
BATNA**
(Can do much
more/lose less when
nego fails)

!!! Reservation price:

- Sally: $10k to $45k (from her lowest remunerated secondary roles, to the highest possible estimated price)
- Lyric: $28k to $45k (from the highest of the second lead’s price, to the highest budget the trustees provide)

!!! ZOPA (Zone of Possible Agreement)

When the price falls within both parties’ range, higher possibility of agreement