Sally: Opera and Negotiation

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Sally Soparno
The fundamental assumption is that learning and practicing negotiation skills can be learned. Others, however, assume that diplomacy and negotiation are things that can never be learned or taught. They believe that you are either born a negotiator or you are not. Unfortunately, this is a very shortsighted assumption. The approach to this will be to use all the information that was provided in the analysis to determine the best position of strategy to save the Opera on opening day, to find a fiscal solution that will benefit both the Opera and Sally using a BATNA strategy. The conflict is defined in this scenario is the immediate need of the opera company needing an experienced soprano for opening night in 3 weeks versus an aging soprano who would like to get her career back on track. Sally was the lead soprano in the past; however, this was during the prime of her career 4 years ago. Sally has been offered little work or lead roles in recent times. The Lyric is in a difficult position because the former lead is no longer available, and the secondary soprano is inexperienced. This might be an opportunity for Sally to get back on top of the Opera world. BATNA (Best Alternative to Negotiated Agreement), which is a point of selection in the stage of preparation for negotiation; that is not fixed and can be improved. Before entering into this negotiation the business manager should know what the worst-case scenario is he fails to reach an agreement. As the business manager you have two worst-case scenarios. The first being that you would have to pay Sally $45,000, which is the most that you have been authorized to pay for her services. The second is that you would have to use the young inexperienced soprano in the event Sally would not be able to reach an agreement with the Lyric. Sally’s worst case is that she will be out of work. In the twilight of her career this could be her last shot at making a comeback. The business manager will have to use...
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