$0.00 – $6.50
Wayne Davis, Mark N. Gordon and Bruce Patton
Two-party integrative negotiation between agents for an opera singer and an opera house regarding a possible contract for an upcoming production, under conditions of full disclosure.
SCENARIO:
Basic facts are the same as in Sally Soprano I, except that as a result of a discussion between Sally and the Lyric Opera's Artistic Director, all available information is known by both sides. The principals have left their agents to work out the details of a deal, knowing that something mutually advantageous is possible.
NOTE: This exercise is a modified and improved version of the exercise Sally Swansong II, developed by Norbert S. Jacker, Deborah Winter and Bruce Patton. Sally Swansong II is still available upon request.
MECHANICS:
This negotiation is best one-on-one, although two-on-two is possible. Allow 10 to 30 minutes for negotiation. Sally II is usually done as a follow-up to Sally Soprano I with 5-10 minutes preparation and a 20 minute negotiation. The language of the case does not specify whether the negotiators are lawyers or not. Allow at least a half-hour for debriefing. Discussion can extend much longer (up to two hours).
MAJOR LESSONS:
This case is a litmus test of what participants believe, on an unconscious psychological level, constitutes success in a negotiation. Is it "winning," doing better than the other side, or is it achieving an objectively good outcome, one that satisfies your client's interests about as well as possible? Some participants with a competitive orientation will not settle this case, although that is against the interests of both clients. The question is usually framed, before handing out the case, "Would more information make this case easier or more difficult to negotiate? Participants' answers correspond to their orientation on "success"–"good outcome" negotiators say "easier", competitive bargainers say "harder."
TEACHING MATERIALS:
For all parties:
- General Instructions
Teacher's Package:
- All of the above
- Teaching Note
PROCESS THEMES:
Anchoring; Attorney/Client relations; Authority; BATNA; Constituents; Fairness; Interests, dovetailing; Lawyering; Legitimacy; Meaning of "success"; Misrepresentation; Objective criteria; Offers, first; Options, generating; Pareto optimization; Precedents; Risk aversion; Risk perception; Systems of negotiation
Sally Soprano II Attributes
| Time required: | 30 minutes - 1 hour |
|---|---|
| Number of participants: | 2 |
| Teams involved: | No |
| Agent present: | Non-lawyer |
| Neutral third party present: | None |
| Scoreable: | No |
| Teaching notes available: | Yes |
| Non-English version available: | Spanish, Swedish |
