Elizabeth Dela Cruz, Glenn Gonzaga, David Heinauer, Luther Lombos, Michael Rin MGT/557
March 21, 2013
The Negotiators are a rock and roll band whose contract is up for renewal with their current publisher, R-n-R Label. University of Phoenix MGT557 class Team B role-played the characters Jimmy, Tinny, and Janice of The Negotiators, and an agent from the firm Agent-town to understand the complexities of how agents, constituencies, and audiences communicate during negotiations. The authors describe their experiences with how The Negotiators agreed on increase percentages, how the band members managed their agent, how Agent-town managed the constituencies and audiences, and how all parties agreed to an increase percentage. Agreeing on Increase Percentages
Each member of the band The Negotiators believes they deserve a monetary increase and they all want a different percentage increase. Jimmy wants 10%, Tinny wishes 15%, and the band leader and lead singer, Janice, prefers 20%. Because of the intra-team dynamics, The Negotiators need to decide the best course of action for the group and themselves (Lewicki, Barry, & Saunders, 2010). If the group cannot obtain the monetary pay increases they deserve, the group will not renew their contract with R-n-R Label. The Negotiators perceive this situation as a win-lose because they can negotiate a contract with another publisher. Instead of negotiating different individual monetary increases, the band members decided to negotiate pay increases for the entire band because they realized that their success was due to the hard work as a group, not one specific individual. The band decided to put aside their personal and professional differences and used the brainstorming tool to develop best alternatives to a negotiated agreement or BATNA’s (Lewicki et al., 2010). Through the brainstorming exercise and developing their BANTA, the Negotiators began to realize that...