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NDM Presentation

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Presentation for my negotiations class, detailing one of our company's parties.

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NDM Presentation

  1. 1. Fever In The The Negotiation
  2. 2. The Backstory
  3. 3. The Backstory • Current company tour: Fever in the Funkhouse
  4. 4. The Backstory
  5. 5. The Backstory • Previous show - Fever In The Funkhouse - Horsefeathers (Sarasota, Fl) • Billed as “EDM group of DJs/ Producers w/live MC” • All info sent to club stated this • Previous shows, DJ mixes, etc • For unknown reasons, thought we were a “Live hip-hop act”
  6. 6. The Backstory
  7. 7. The Backstory
  8. 8. The Backstory • Owners claim $4,000 in lost profit due to our company being there • Club was packed entire night • Girls drank free all night • Possible reason for any loss of profit? • Owners finally paid • Last straw, changes needed
  9. 9. The Backstory
  10. 10. The Backstory • Over past year, shows have become more tailored • More of what the crowd wants • Brings more people back to later shows • keeps patrons in bar • Makes us look good! • Regardless, some owners try to get out of paying • Contracts needed
  11. 11. • Located in Jacksonville, Fl • General Manager - Gary Oglesby • High-class lounge • “Experience the fusion of beautiful people and unrivaled music in a lavish ultra modern setting”
  12. 12. Importance of this Show • Debut appearance of “The Booty Cartel” • Hip-hop/Mash-up duo • First Contracted show • Ensure we get paid what we agreed upon
  13. 13. The Negotiation
  14. 14. The Negotiation • Mainly done via e-mail • Initial contact made mid-December • Interest in adding Tera Nova to current tour • Sent proposal including: • Schedule of artists • Entire night’s entertainment (VJ, MC) • price tag • $250
  15. 15. The Negotiation
  16. 16. The Negotiation • Requested date in February • Offered February 20th or 27th • Show at The Haven on February 25th • (Ladies night, $5 entry) • Went w/ Feb. 20 • Based on detail of proposal, GM more than happy to accomodate • Begun work on flier
  17. 17. The Flier
  18. 18. The Flier
  19. 19. The Flier
  20. 20. The Contract
  21. 21. The Contract ! ! ! !"#$#%&%"'()**+,"#(-*"'.$/'(! ! • "#!?@AB!CDE?FGC?!1-(!&2'!,'(+-%)/!+'(H*4'+!-1!&2'!$%&'(&)*%'(+!5'+4(*.'5!.'/-3!*+!9)5'!&2*+! 5)0<!0!)12314(56<!7585<!.'&3''%!9!13(:;<3(=;2:>!!<!(',('+'%&'5!.0!&2'!6%5'(+*8%'5!)%5! While waiting for 2'(')1&'(!('1'(('5!&-!)+!I76(42)+'(I!)%5!?2@!(!:9!193A:?!:9!J4-//'4&*H'/0!-(!*%5*H*56)//0! ('1'(('5!&-!)+!I$%&'(&)*%'(IK<!(',('+'%&'5!.0!&2'!6%5'(+*8%'5!L(-6,!M')5'(#!! N#!O)&'J+K!-1!$%8)8'9'%&J+KP!0!)12314(75B(7585!! ! ! approval of flier, got to Q#!7'(1-(9)%4'!?*9'+P!!77C55D5EC55!!!!J"R7STQGSK!! ! U#!$%8)8'9'%&!?0,'!)%5!O'+4(*,&*-%P!-=2)(!<!:9!! ! V#!M-4)&*-%!-1!$%8)8'9'%&P!!?$FG!EDWG!MDXEL$<!YNRZ!7@AMMA7B!@[<!BXA?$!]! work on contract ! ! ! ! ! ^GC_BDEWAMM$<!`M!!QNNVZ! Z#!D&2'(!?'(9+!-(!C-%5*&*-%+P!:;(!:9!193A:!1F(GA==()!(>A<!:(3()31(93)( 9;()!(93H!:(;00(;0(9;93=(I34?!:9(J2!(9;(?2@!(!:9!193A:?!:9K( 3==(!:9!193A:!1F(GA==(I1;<AJ!(9L!A1(;G:(?!3:F(;0(I34?!:9(0;1( 9L!A1(;G:()31(93)FK( ! ]#!C-%&()4&!7(*4'P! M765K55(2F! ! Y#!7)09'%&+!&-!.'!9)5'!)+!1-//-3+P!! .K!02==!aGMGEC$!9)5'!,)0)./'!&-!?2@!(!:9!193A:?!:9bL(-6,!M')5'(c!56'! 6,-%!)((*H)/!)&!&2'!'%8)8'9'%&!&-!M')5'(!*%!! CGB@!d!CGB@A$F:B!C@$C_!d!SDE$!DFO$F!!!!!J4*(4/'!-%'K#!! e#!?2*+!)8(''9'%&!-1!&2'!$%&'(&)*%'(!&-!,'(1-(9!*+!+6.>'4&!&-!,(-H'%!5'&'%&*-%!.0!+*4=%'++<! )44*5'%&+<!(*-&+<!+&(*='+<!',*5'9*4+<!'f&('9'!-(!5)%8'(-6+!3')&2'(!4-%5*&*-%+<!)4&+!-1!L-5<!-(!)%0! -&2'(!/'8*&*9)&'!4-%5*&*-%+!.'0-%5!$%&'(&)*%'(:+!4-%&(-/#!! ! "R#!?2'!$%&'(&)*%'(!)4&+!)+!*%5','%5'%&!4-%&()4&-(<!)%5!%-&!)+!'9,/-0''!-1!&2'!76(42)+'(#!! ! ""#!$%&'(&)*%'(+!)('!('+,-%+*./'!-%/0!1-(!&2'*(!-3%!4-%564&#!76(42)+'(!)8(''+!&-!,)0!1-(!)//! 5)9)8'!5-%'!&-!$%&'(&)*%'(:+!';6*,9'%&!56'!&-!&2'!3(-%816/!)4&!-1!76(42)+'(<!*&+!'9,/-0''+<! )8'%&+!-(!86'+&+#!76(42)+'(!)++69'+!)//!(*+=!-1!&2'!'%8)8'9'%&!)%5!+2)//!*%5'9%*10!)%5!2-/5! '%&'(&)*%'(!2)(9/'++!)8)*%+&!)%0!4/)*9+!-(!/'8)/!)4&*-%+!.(-682&!)8)*%+&!$%&'(&)*%'(!)(*+*%8!-6&!-1! ,'(+-%)/!*%>6(0!-(!,(-,'(&0!5)9)8'!-446((*%8!)&!&2'!'%8)8'9'%&!32*42!*+!%-&!4)6+'5!.0!&2'! $%&'(&)*%'(#!! ! "N#!?2*+!4-%&()4&!*+!8-H'(%'5!.0!&2'!/)3+!-1!&2'!B&)&'!-1!`/-(*5)#!G%0!4/)*9!('8)(5*%8!&2*+!4-%&()4&! +2)//!.'!('+-/H'5!.0!)(.*&()&*-%!*%!;13:>!!C-6%&0!*%!)44-(5)%4'!3*&2!&2'!F6/'+!-1!&2'!G9'(*4)%! G(.*&()&*-%!G++-4*)&*-%#!?2'!>6589'%&!-1!&2'!G(.*&()&-(!+2)//!.'!.*%5*%8!-%!)//!,)(&*'+!2'('&-#!?2'! /-+*%8!,)(&0!*%!)(.*&()&*-%!,(-4''5*%8+!+2)//!.'!/*)./'!1-(!(')+-%)./'!)&&-(%'0!1''+!*%46(('5!.0!&2'! ,('H)*/*%8!,)(&0#!! !
  22. 22. The Contract ! ! ! !"#$#%&%"'()**+,"#(-*"'.$/'(! ! • "#!?@AB!CDE?FGC?!1-(!&2'!,'(+-%)/!+'(H*4'+!-1!&2'!$%&'(&)*%'(+!5'+4(*.'5!.'/-3!*+!9)5'!&2*+! 5)0<!0!)12314(56<!7585<!.'&3''%!9!13(:;<3(=;2:>!!<!(',('+'%&'5!.0!&2'!6%5'(+*8%'5!)%5! While waiting for 2'(')1&'(!('1'(('5!&-!)+!I76(42)+'(I!)%5!?2@!(!:9!193A:?!:9!J4-//'4&*H'/0!-(!*%5*H*56)//0! ('1'(('5!&-!)+!I$%&'(&)*%'(IK<!(',('+'%&'5!.0!&2'!6%5'(+*8%'5!L(-6,!M')5'(#!! N#!O)&'J+K!-1!$%8)8'9'%&J+KP!0!)12314(75B(7585!! ! ! approval of flier, got to Q#!7'(1-(9)%4'!?*9'+P!!77C55D5EC55!!!!J"R7STQGSK!! ! U#!$%8)8'9'%&!?0,'!)%5!O'+4(*,&*-%P!-=2)(!<!:9!! ! V#!M-4)&*-%!-1!$%8)8'9'%&P!!?$FG!EDWG!MDXEL$<!YNRZ!7@AMMA7B!@[<!BXA?$!]! work on contract ! ! ! ! ! ^GC_BDEWAMM$<!`M!!QNNVZ! Z#!D&2'(!?'(9+!-(!C-%5*&*-%+P!:;(!:9!193A:!1F(GA==()!(>A<!:(3()31(93)( 9;()!(93H!:(;00(;0(9;93=(I34?!:9(J2!(9;(?2@!(!:9!193A:?!:9K( 3==(!:9!193A:!1F(GA==(I1;<AJ!(9L!A1(;G:(?!3:F(;0(I34?!:9(0;1( 9L!A1(;G:()31(93)FK( ! ]#!C-%&()4&!7(*4'P! M765K55(2F! ! Y#!7)09'%&+!&-!.'!9)5'!)+!1-//-3+P!! .K!02==!aGMGEC$!9)5'!,)0)./'!&-!?2@!(!:9!193A:?!:9bL(-6,!M')5'(c!56'! 6,-%!)((*H)/!)&!&2'!'%8)8'9'%&!&-!M')5'(!*%!! CGB@!d!CGB@A$F:B!C@$C_!d!SDE$!DFO$F!!!!!J4*(4/'!-%'K#!! e#!?2*+!)8(''9'%&!-1!&2'!$%&'(&)*%'(!&-!,'(1-(9!*+!+6.>'4&!&-!,(-H'%!5'&'%&*-%!.0!+*4=%'++<! )44*5'%&+<!(*-&+<!+&(*='+<!',*5'9*4+<!'f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`/-(*5)#!G%0!4/)*9!('8)(5*%8!&2*+!4-%&()4&! +2)//!.'!('+-/H'5!.0!)(.*&()&*-%!*%!;13:>!!C-6%&0!*%!)44-(5)%4'!3*&2!&2'!F6/'+!-1!&2'!G9'(*4)%! G(.*&()&*-%!G++-4*)&*-%#!?2'!>6589'%&!-1!&2'!G(.*&()&-(!+2)//!.'!.*%5*%8!-%!)//!,)(&*'+!2'('&-#!?2'! /-+*%8!,)(&0!*%!)(.*&()&*-%!,(-4''5*%8+!+2)//!.'!/*)./'!1-(!(')+-%)./'!)&&-(%'0!1''+!*%46(('5!.0!&2'! ,('H)*/*%8!,)(&0#!! !
  23. 23. Issues
  24. 24. Issues • Fliers did not make it to the venue in time • Did not get to Jacksonville until 1 1/2 weeks ago, to venue Wednesday before show • Not known in Jacksonville, most marketing occurred online • Were not paid $80 reimbursement for fliers • Fliers were used to give to fans to find us online and “get to know us” • proved useful in the long-run
  25. 25. Issues
  26. 26. Issues • Printer messed up flier • Printed back side on both sides • Currently seeking reimbursement for misprint
  27. 27. Interests & Positions
  28. 28. Interests & Positions • Tera Nova lounge • As many patrons as possible, drinking as much alcohol as possible • Had to equal what they would normally make on a Saturday night • Muze Entertainment • Increase fanbase • Another successful show • New venue for future shows • PAYMENT!!!
  29. 29. BATNA
  30. 30. BATNA • Previous shows in Jacksonville at other venues allow for other possibilities for show • Buckets - Jax Beach • Summer 2008 bi-monthly weekend residency (June-August)
  31. 31. Emotions
  32. 32. Emotions • Most emotions taken out of negotiation due to use of e-mail • Made sure to appear happy & professional throughout • Ensure eagerness to work with us • Initial e-mail, sent around holidays, made sure to wish whoever read it Happy Holidays • Also made sure to “stroke” their ego • “No other venue we’ve looked at measures up to Tera Nova” • “We look forward to your response”
  33. 33. Key Emotions
  34. 34. Key Emotions • Appreciation
  35. 35. Key Emotions • Appreciation • Affiliation
  36. 36. Key Emotions • Appreciation • Affiliation • Company
  37. 37. Key Emotions • Appreciation • Affiliation • Company • Venue
  38. 38. Research
  39. 39. Research • Muze Entertainment • Checked other venues • Other Event-Booking contracts • Tera Nova Lounge • Us
  40. 40. How’d it go?
  41. 41. How’d it go?
  42. 42. How’d it go?
  43. 43. Conclusion
  44. 44. Conclusion • Still have issues “in the heat of the moment” • Need to believe in my abilities more • Very pleased with how everything was handled, regardless of certain actions • Feel this is the beginning of a “new era” for my company • Finally becoming a legitimate organization
  45. 45. THANK YOU!

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