An agent for an aging actress and a producer negotiate terms of payment for the actress to appear in his movie. The producer is behind schedule, on a tight budget and his current leading lady has backed out of the movie due to illness. The actress is a big star, but has not appeared in a box office hit in some time.
This DVD will teach:
. Alternatives in negotiation (not self-help)
. How to create a new relationship
. More alternatives mean more value (possibilities)
. An alternative is not a proposal, it is an option
. Joint alternatives improve negotiation climate
. Brainstorming (lateral thinking) decreases tension
. No evaluating of alternatives during brainstorming
. Joint gain is being created by joint creativity
. When agents negotiate, must put clients' needs first
. Patience required for this activity
. Commitment of time must be quantified
. Potential rewards usually justified
. The phase must precede value claiming
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