Your Task
You will engage in a negotiation for a celebrity endorsement advertising campaign.
Assessment Description
You may be nominated to represent the advertising corporation and will receive email instructions from the company CEO including:
- Appointment to represent the company as their agent for the negotiation of the endorsement contract;
- Specific instructions about the desired endorsement contract fee and advertising campaign timeframe;
- Information about the projected revenue to be raised from the advertising campaign;
- Contact details of the agent appointed to represent the celebrity.
Alternatively, you may be nominated to represent the celebrity and will receive email instructions from the celebrity’s manager including:
- Appointment to represent the celebrity as their agent for the negotiation of the endorsement contract;
- Specific instructions about the desired endorsement contract fee and advertising campaign timeframe;
- Information about the projected revenue to be raised from the advertising campaign;
- Contact details of the agent appointed to represent the advertising company.
Stage 1: Pre-negotiation (700 words)
You must answer the following questions:
- What is your client’s BATNA? What is your client’s reservation value?
- What is the other party’s BATNA? What is the other party’s reservation value?
- What is the ZOPA range? What is your strategy for creating value?
Include at least fifteen academic references in your answers to the above questions with a minimum of five references coming from academic journals.
Stage 2: Negotiation (300 words)
You must:
- Enter negotiations with their counterpart for the endorsement contract;
- Maintain a communications log that captures the date, method, items discussed, and outcomes of each communication.
Stage 3: Post negotiation (400 words)
You must prepare a 1 page letter to your client advising the outcome of the negotiation.
Important Study Information
Academic Integrity Policy
KBS values academic integrity. All students must understand the meaning and consequences of cheating, plagiarism and other academic offences under the Academic Integrity and Conduct Policy.
What is academic integrity and misconduct?
What are the penalties for academic misconduct?
What are the late penalties?
How can I appeal my grade?
Click here for answers to these questions:
Word Limits for Written Assessments
Submissions that exceed the word limit by more than 10% will cease to be marked from the point at which that limit is exceeded.
Study Assistance
Students may seek study assistance from their local Academic Learning Advisor or refer to the resources on the MyKBS Academic Success Centre page. Click here for this information.
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