Page 104/20/23

Negotiation for Leaders

STAR Case Study

Final Presentation

14 June 2011

Team: Heffen or Pacific Records

Page 2

Negotiation Strategy

STAR Case Study - Debrief

04/20/23

Topic Item / Question DescriptionWhat were the team’s plans? (royalty payment vs one lump sum transfer payment)

What role did each team member play?

What was the worst thing that could happen if the team does not negotiate?

Are there any milestones or deadlines?

Were there any non-negotiable items?

Possible concessions?

Opening Position?

Constraints?

Settlement Range?

Walk away?

Risks?

Page 3

Final Negotiation Outcome

STAR Case Study - Debrief

04/20/23

Topic Item / Question DescriptionWhat was the final negotiated deal?

Did the team achieve its goal? Describe

Did the team achieve a “win-win” situation? Describe

Did the team stay within the parameters defined in the case study? Describe

Were there any ethical issues? If so, how did the team handle them?

What tactics were used in the negotiation?

Page 404/20/23

Team Comments / Lessons Learned

Describe the following:

-What was the most important lesson the team learned?

-How did you apply the class learning material to the STAR case study negotiation simulation?

-What did you like most about the program?