Ponce de Leon: Confidential Instructions for Newman Knight, Elaine Bennett’s Agent
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Publication Date:
March 22, 2012
Industry:
Media
Source:
Harvard Business School
Ponce de Leon (POL) is a four-party negotiation exercise in which a film studio is trying to sign a major actress to star in an upcoming movie. The negotiation centers around the different extrinsic and intrinsic motivations underlying each of these party’s approach to the movie, and therefore to the negotiation. The exercise allows exploration of the risks of “monetizing” different types of extrinsic (e.g. pay, awards, status) and intrinsic (e.g. love of the work, values) motivation.
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Ponce de Leon: Confidential Instructions for Newman Knight, Elaine Bennett’s Agent
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