Key Highlights Class #3 (9/30/06)

Key Highlights Class #3 - 9/30/06

Role Play Reflection – Sally Soprano (I was the Agent)
In reflecting on the negotiations that I embarked in during the role-play of the Sally Soprano case, I went into it with the background information that Sally Soprano was the desperate one based on the fact that she was. I was surprised during the course of the negotiations with how Mike (Higgins), as the role of Lyric Opera’s business manager, was even-keeled and rational and willing to make compromises.

He seemed willing to make compromises from the very beginning so I pushed for more than I thought I could get. The maximum compensation I got Soprano was $78,500 (28,500 for this lead role and if 80% ticket sales a guaranteed role at $30,000 for the next one). I do not think there was any money left on the table. I accomplished this by trying to talk to the Lyric Opera Business Manager rationally and knew they were in a bind after finding out that their lead was ill and Mike basically told me how much he was going to pay her. He also said that the Opera was very committed to making a deal. My opponent made an excellent point when he said I showed no empathy.

Since I was playing the role of a “Agent”, I thought it was important to be as cut throat as possible. With this mindset, I felt I was more focused on uncovering his BATNA and showing less empathy/trust as I have in other role-play negotiation. Because of past lessons I have learned, my number #1 goal was to figuring out his BATNA and discover the ZOPA. In the end, there was a small ZOPA and I thought it was hard to agree upon a salary because the Lyric Opera was a non-profit company. The best was to create a deal was to increase the stakes and share the risk (both the Lyric Opera and Sally Soprano.

In the course of this role-play, I learned that in order to survive you have to “frame desperation” as something other than desperation. Survival is almost impossible without framing a disadvantage as an advantage. For example, Sally Soprano was a “has been” in the Opera world yet, I framed her as being “experienced” in our negotiations.

Sharing Risk
In looking at different sides, seeking each other’s interests may help come to an agreement. In looking at this case, the Lyric Opera felt they were better off in paying a low base salary and sharing possible profits with her based on ticket sales. This is beneficial for both sides because the Lyric Opera’s interests were to sell tickets and Sally Soprano just wanted to make money. If she was a hit, than they would both make money in this arrangement and have successfully shared the risk.
In debriefing with Mike, he seemed to think I was a little hard on him during the negotiation process and was digging in making it difficult to get anything accomplished. I took that as a compliment since my prior role plays, I felt like I got walked all over.