Ponce de Leon: Confidential Instructions for Elaine Bennett

Posted on: December 1, 2020, by :

Ponce de Leon: Confidential Instructions for Elaine Bennett

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Publication Date:
March 21, 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 Elaine Bennett

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