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Essay Oceania

837 words - 4 pages

INTERNATIONAL NEGOTIATION

Oceania_POP
Tuesday, May 29, 2012
3:28 AM

Homework for INTERNATIONAL NEGOTIATION
Group Member:
Hong Nhung BUI
Dian Amanda Pereira
Kimberly Hiew Yi Mei
1. Negotiating Variables & Elements impact negotiation
Negotiation
items

Opening

Ticket
revenues

Targeting

Walk away/
Limit

$1,100,000
$550,000

Strategy & Explanation

Attention
Elements impact
negotiations

$275,000

Split of ticket
revenues

60%

50%

25%

Performance
Schedule

9
performances
5 evenings
2 weekend
matinees
2 weekday
matinees

9
performances
6 evenings
3 weekend
matinees
0 weekday
matinees

13
performance
s
6 evenings
3 ...view middle of the document...

Is it a STRONG BATNA?
 POP's BATNA
The
Rosalind
house

The Windy City

POP

Alan Bates_ General
Manager

John Peppy_ Sales Manager
Rollin Duncan_ Financial
Analyst
Steve McQueen_ Human
resource Manager

Products

Oceania is extremely
popular among theater
subscribers and the
general public.

Drawing at least an 85%
capacity house across
performance.
Promote Oceania &
Marketing

Cooperation

Bugles show

Co promotion with WCT
Favorable to the hotel
familiar

Profit

Profit through sales of

Profit through sales of

Representative

Interest/
Motivation

The Aubert
Auditorium

The
Grand
Palace

INTERNATIONAL NEGOTIATION
special events

merchandise &
memorabilia(Meet the cast
autograph party for patron
and donors)
Make WCT pay for the hotel

BATNA

The Rosalind house
The Aubert Auditorium
The Grand Palace

SWOT
Strength

W

$300,000 1. Favorable theatre in
in POP
Chicago for POP
profit
2. Getting profit from
ticket revenues

Small

Scheduling
conflict
Unknown
resolvability

1. Pay for lodging and
board2. Pay for member
salaries
3. Have many
competitors- Grand
Palace

1. Oceania is extremely
popular among theater
subscribers and the
general public.
2. Sold out show in New
York,
3. Limited availability
4. Family-oriented musical
featuring a full orchestra
5. BUGLES
1. Fill up the schedule for
the show, don't want
missing a show in Chicago

O

1. Choose watever
1. Long term relationship
hotel that they want
with WCT
2. Favorable to the hotel
familiar

T

1. Get more
performances f

1. Miss the show, don't
dealing
2. Pay for lodging and
board-

4. Question in order to discover WCT's interests & BATNA?
a. Their interest
i.
What are...

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