Implementation Plan

INS

Yael Rivniker
470201
The Situation:

The Kwakoe festival, Holland’s biggest multicultural festival, wants to expand

its program and add a wider selection of music. For this the management of
the festival has asked Carlos Jones to perform in the festival. The problem is
that during the dates of the festival Carlos jones will be busy with his US tour,
and since the festival is free, it will not be very profitable for him to choose to
perform in the festival instead of a US concert, which will bring him a much
greater income then the festival.

Goals and needs:

Kwakoe festival-

 To convince Carlos Jones that performing in the festival will give him a
good image and will give him the chance to reach a greater and
different crowd then he usually do.
 To broaden their musical shows with more diverse artists.
 To get Carlos Jones to perform with minimum pay.

Carlos Jones-

 Not to let something disturb him US tour.

 To reach a big crowd
 To make money

What can happen?

Positive:

 Carlos Jones agrees to performing in the festival for minimum pay, and
with that increasing his reach and developing his musical career.
 The festival is held annually, which means Carlos jones can revisit
every year and become a regular performer in the festival.
 He can sell merchandise in the festival.
 The festival management can attract more artists if Carlos jones will
agree to perform in the festival.
 Performing at the festival can give carlos jones a good image because
all income from the festival goes to charity.

Negative-

 Carlos jones loses money and a US tour date.

 Because this is a free concert, Carlos jones decides to not show up
to the festival at the last minute and thus leaves the management of
the festival with a whole in the schedule.
Tactics and tools that can be used-

 Ask closed ended and open ended question in order to gain more info
and get more alternatives to offer.
 Listen to the counterpart. Use tactics that will show that I am listening
like: Looking in the eyes of the counterpart while he/she is talking,
make notes, not interrupt and let the counterpart start the discussion.
 Building trust between the two parties involved using tactics like: asking
about the weekend, describe my good intentions, listening, provide
accurate information and being patient.
 Attempting to understand the counterpart negotiation style.
 Taking a time-out when the discussion reaches a block.
 Not saying yes to the first offer.
 Being honest
 Be persistent
 Clarify the ground rules.
 Create a structure to the negotiation and then go through it in the
beginning.