Sally Soparno

The conflict is defined in this scenario is the immediate need of the opera company needing an experienced soprano for opening night in 3 weeks versus an aging soprano who would like to get her career back on track. Sally was the lead soprano in the past; however, this was during the prime of her career 4 years ago. Sally has been offered little work or lead roles in recent times. The Lyric is in a difficult position because the former lead is no longer available, and the secondary soprano is inexperienced. This might be an opportunity for Sally to get back on top of the Opera world.

Being prepared will be key to getting a successful contract that would meet both Sally’s and the Lyric’s needs. Practicing a BATNA strategy would be the best approach. Creating alternative or out of the box solutions should also be considered. Too many negotiators believe they are limited by previous solutions or agreements. Listen to what Sally wants, determine the fiscal impact and if required find the middle road where both parties feel they have achieved their BATNA. Try and understand the opposing strategy and needs, come prepared to have a solution to meet those requirements. Put yourself in their shoes, be sensitive, and create a trusting relationship.

Another important role of BATNA is information: how much do we share and when? Sharing a lot of information early might not serve our negotiation interest well because others might claim value from you. You have to know how much information you should share and when to share it. If you do not share any information then the other side does not know anything about your interests and cannot meet them. If you share a weak BATNA, this might be manipulated if you are not very assertive. The first strategy would be to inquire as to why Sally asked for the meeting with the business manager. This would place her in the defensive position and would allow her to define her needs early in the process. Once she identifies her requirements you can work forward starting to focus on options that meet both of your interests fairly. The goal of this would be to eliminate the problem of choosing between two things. It is not a good idea to reveal your minimum position if the other person needs to feel she has worked hard to reach it. The other person may need to feel he or she has worked very hard to move you to your position.

Since the information is limited on what Sally’s position is, the business manager will need to place himself in her shoes. Sally wants another opportunity to prove her abilities. She is probably aware that the normal rate is two times the secondary singers role rate. She knows she was not invited to audition. She is also aware that the Lyric is in a difficult position and needs a star of her quality that knows Bellini’s Norma. Her negotiation stance should be to hold out f

Some topics in this essay:
Bellini’s Norma, Lyric Sally’s, Artistic Director, Opera Sally, Strategy Paper, Negotiated Agreement, business manager, Practicing BATNA, BATNA Try, Listen Sally, 85 percent, create value, batna strategy, Sally Soprano, 85 percent capacity, reach agreement, position business, negotiation process, lyric sally’s, role rate, lyric difficult, lyric difficult position, business manager worst-case, position business manager, person feel hard,