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AAAE – April 3, 2009

AAAE – April 3, 2009. Teaching Negotiation to Arts Management Students. Panel presenters. Dave Olson – University of North Carolina School of the Arts Richard Kamenitzer – George Mason University Alan Salzenstein – DePaul University. Goals/purpose of today’s session.

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AAAE – April 3, 2009

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  1. AAAE – April 3, 2009 Teaching Negotiation to Arts Management Students

  2. Panel presenters • Dave Olson – University of North Carolina School of the Arts • Richard Kamenitzer – George Mason University • Alan Salzenstein – DePaul University

  3. Goals/purpose of today’s session • Introduce participants to the field of negotiation • Examine different methods of teaching negotiation • Review possible course content • Negotiation in action • Open forum: Panel discussion, Q & A

  4. Quote of the day… • “My father said: You must never try to make all the money that’s in a deal. Let the other fellow make some money too, because if you have a reputation for always making all the money, you won’t have many deals.” J. Paul Getty, founder, Getty Oil

  5. Negotiation is… • Getting people, on their own, to agree to do what you want them to do • Without the use of power, force or coercion • Really an exercise in persuasion • Rooted in communication theory

  6. Why negotiation…why now??? • Arts managers negotiate a great deal in their day-to-day professional lives • Bank loans • Leases • Artist contracts • Employment/salary agreements • Collective bargaining agreements • Licensing agreements • Corporate sponsorship benefits • Deadlines • Business and governmental partnerships

  7. Types of negotiation • Distributive: Win-lose • Integrative: Win-win

  8. Negotiation topics – course content • Distributive negotiations • Integrative negotiations • 2-party negotiations (one-on-one) • Negotiating using an agent (two-on-two – principal and agent) • Ethics in negotiations • Electronic negotiations • Contingent contracts • Salary negotiations • External multi-party negotiations • Internal multi-party negotiations

  9. What I do not cover • Collective bargaining agreements

  10. It’s all about the planning • Research, forethought, and a solid gameplan are essential to an effective negotiation • Negotiation planner • Copy available for download at: http://faculty.uncsa.edu/dandp/olson/

  11. Construction of my course • Instructor-led lectures • Student-led (Internet) research • Weekly case negotiations (outside of class) • Weekly case recaps (in class) • Weekly case reflection paper • Mid-term exam (to test understanding of concepts)

  12. Key elements of a negotiation course • Positions (what you want) • Interests (why you want it!) • BATNA – Best Alternative to a Negotiated Agreement • Reservation price – your walkaway • ZOPA – Zone of Potential Agreement • Anchors • Frames

  13. Negotiation resources • See handout or visit my website at: http://faculty.uncsa.edu/dandp/olson/

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