SALLY SOPRANO I - Confidential Instructions for Lyric Opera's Business Manager

Norbert Jacker, Mark Gordon

Product #:PON425

Supplier:Program on Negotiation at Harvard Law School (PON)

Discipline:General Management

Setting:United States

Details:Role-Play (PDF) • 3 pages • 1982-01-01

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Accompanied by product #PON424 Two-party negotiation between agents for an opera singer and an opera house regarding a possible contract for an upcoming production. Sally Soprano is a distinguished soprano who is now somewhat past her prime. She has not had a lead role in two years, but would like to revive her career. The Lyric Opera has a production scheduled to open in three weeks, but its lead soprano has become unavailable. Lyric's representative has requested a meeting with Sally's agent to discuss the possibility of hiring Sally for the production. Neither knows much about the other's interests or alternatives. There is a wide range of possible outcomes. This is a role play case.

This is a Role-play case tailored for case method and experiential learning.

Learning Objectives

This exercise is an excellent vehicle for comparing principled negotiation and positional bargaining. It also suggests that such analyses should be based on a consideration of the parties' relative BATNAs, and provides good practice in developing and using objective criteria.

SALLY SOPRANO I - Confidential Instructions for Lyric Opera's Business Manager

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Learning Objectives