BUS 340 – Not Just the Beatles

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Assignment 3: Not Just the Beatles

(Worth 240 points – Due AUG 04, 2017)

Reference/Textbook: Secret of Power Negotiating (3rd Edition)

Author/s: Dawson, R. (2011) – Franklin Lakes, NJ: The Career Press.

You are the lead singer and manager of a new and quickly rising band, Everyone—from record companies, movie producers, video game producers, magazine editors, and the like—is approaching you. As described in Chapter 26 of the text, you do not want to make the same mistakes Brian Epstein, the manager of the Beatles, made when they made their first movie easily losing the band millions in lost revenue. You have been asked to now take your band to support the troops in a number of war zones. You do not want to engender negative press coverage and agree to a contract with the U.S.O. and Armed Forces Radio.

Write an eight (8) page paper in which you:

  1. Discuss the steps that would have helped a negotiator / manager like Brian Epstein to prevent media and entertainment industries from taking advantage of his / her lack of experience with these industries.
  2. Indicate the basic skills that you believe you need to effectively negotiate with those individuals mentioned in the scenario. Justify your response.
  3. Compare and contrast at least two (2) different negotiation approaches that you would use when negotiating with the individuals mentioned in the scenario. Provide a rationale for your response.
  4. Outline a plan for your contract negotiation in which you specify at least two (2) different strategies that you can utilize, as needed, during the negotiation process.
  5. Stress the fundamental reasons why it is important for you, as a negotiator, to set the terms of the contract for your band, as opposed to allowing the opposing negotiation team to set those terms. Present two (2) reasons why you would not want to allow industry members to write the contract. Justify your response.
  6. Use at least five (5) quality resources in this assignment. Note: Wikipedia and similar Websites do not qualify as quality resources.

Your assignment must follow these formatting requirements:

  • Be typed, double spaced, using Times New Roman font (size 12), with one-inch margins on all sides; citations and references must follow APA or school-specific format. Check with your professor for any additional instructions.
  • Include a cover page containing the title of the assignment, the student’s name, the professor’s name, the course title, and the date. The cover page and the reference page are not included in the required assignment page length.

The specific course learning outcomes associated with this assignment are:

  • Describe the skills and behavior needed for effective negotiations
  • Understand and apply the various negotiating strategies.
  • Demonstrate the need to plan, organize, direct, and control as an effective negotiator.
  • Distinguish contracts and purchasing negotiation activities.
  • Use technology and information resources to research issues in contracting and purchasing negotiation techniques.
  • Write clearly and concisely about issues in contracting and purchasing negotiation techniques.

Grading for this assignment will be based on answer quality, logic/organization of the paper, and language and writing skills, using the following rubric.

Points: 240

Assignment 3: Not Just the Beatles

Criteria

Unacceptable

Below 60% F

Meets Minimum Expectations

60-69% D

Fair

70-79% C

Proficient

80-89% B

Exemplary

90-100% A

1. Discuss the steps that would have helped a negotiator / manager like Brian Epstein to prevent media and entertainment industries from taking advantage of his / her lack of experience with these industries.

Weight: 25%

Did not submit or incompletely discussed the steps that would have helped a negotiator / manager like Brian Epstein to prevent media and entertainment industries from taking advantage of his / her lack of experience with these industries.

Insufficiently discussed the steps that would have helped a negotiator / manager like Brian Epstein to prevent media and entertainment industries from taking advantage of his / her lack of experience with these industries.

Partially discussed the steps that would have helped a negotiator / manager like Brian Epstein to prevent media and entertainment industries from taking advantage of his / her lack of experience with these industries.

Satisfactorily discussed the steps that would have helped a negotiator / manager like Brian Epstein to prevent media and entertainment industries from taking advantage of his / her lack of experience with these industries.

Thoroughly discussed the steps that would have helped a negotiator / manager like Brian Epstein to prevent media and entertainment industries from taking advantage of his / her lack of experience with these industries.

2. Indicate the basic skills that you believe you need to effectively negotiate with those individuals mentioned in the scenario. Justify your response.
Weight: 15%

Did not submit or incompletely indicated the basic skills that you believe you need to effectively negotiate with those individuals mentioned in the scenario. Did not submit or incompletely justified your response.

Insufficiently indicated the basic skills that you believe you need to effectively negotiate with those individuals mentioned in the scenario. Insufficiently justified your response.

Partially indicated the basic skills that you believe you need to effectively negotiate with those individuals mentioned in the scenario. Insufficiently justified your response.

Satisfactorily indicated the basic skills that you believe you need to effectively negotiate with those individuals mentioned in the scenario. Insufficiently justified your response.

Thoroughly indicated the basic skills that you believe you need to effectively negotiate with those individuals mentioned in the scenario. Insufficiently justified your response.

3. Compare and contrast at least two (2) different negotiation approaches when negotiating with the individuals mentioned in the scenario. Provide a rationale for your response.

Weight: 15%

Did not submit or incompletely compared and contrasted at least two (2) different negotiation approaches when negotiating with the individuals mentioned in the scenario. Did not submit or incompletely provided a rationale for your response.

Insufficiently compared and contrasted at least two (2) different negotiation approaches when negotiating with the individuals mentioned in the scenario. Insufficiently provided a rationale for your response.

Partially compared and contrasted at least two (2) different negotiation approaches when negotiating with the individuals mentioned in the scenario. Partially provided a rationale for your response.

Satisfactorily compared and contrasted at least two (2) different negotiation approaches when negotiating with the individuals mentioned in the scenario. Satisfactorily provided a rationale for your response.

Thoroughly compared and contrasted at least two (2) different negotiation approaches when negotiating with the individuals mentioned in the scenario. Thoroughly provided a rationale for your response.

  • Outline a plan for your contract negotiation in which you specify at least two (2) different strategies that you can utilize if needed during the negotiation process.

Weight: 15%

Did not submit or incompletely outlined a plan for your contract negotiation in which you specify at least two (2) different strategies that you can utilize if needed during the negotiation process.

Insufficiently outlined a plan for your contract negotiation in which you specify at least two (2) different strategies that you can utilize if needed during the negotiation process.

Partially outlined a plan for your contract negotiation in which you specify at least two (2) different strategies that you can utilize if needed during the negotiation process.

Satisfactorily outlined a plan for your contract negotiation in which you specify at least two (2) different strategies that you can utilize if needed during the negotiation process.

Thoroughly outlined a plan for your contract negotiation in which you specify at least two (2) different strategies that you can utilize if needed during the negotiation process.

5. Stress the fundamental reasons why it is important for you, as a negotiator, to set the terms of the contract for your band, as opposed to allowing the opposing negotiation team to set those terms. Present two (2) reasons why you would not want to allow industry members to write the contract. Justify your response.

Weight: 15%

Did not submit or incompletely stressed the fundamental reasons why it is important for you, as a negotiator, to sell the terms of the contract for your band, as opposed to allowing the opposing negotiation team to set those terms. Did not submit or incompletely presented two (2) reasons why you would not want to allow industry members to write the contract. Did not submit or incompletely justified your response.

Insufficiently stressed the fundamental reasons why it is important for you, as a negotiator, to sell the terms of the contract for your band, as opposed to allowing the opposing negotiation team to set those terms. Insufficiently presented two (2) reasons why you would not want to allow industry members to write the contract. Insufficiently justified your response.

Partially stressed the fundamental reasons why it is important for you, as a negotiator, to sell the terms of the contract for your band, as opposed to allowing the opposing negotiation team to set those terms. Partially presented two (2) reasons why you would not want to allow industry members to write the contract. Partially justified your response.

Satisfactorily stressed the fundamental reasons why it is important for you, as a negotiator, to sell the terms of the contract for your band, as opposed to allowing the opposing negotiation team to set those terms. Satisfactorily presented two (2) reasons why you would not want to allow industry members to write the contract. Satisfactorily justified your response.

Thoroughly stressed the fundamental reasons why it is important for you, as a negotiator, to sell the terms of the contract for your band, as opposed to allowing the opposing negotiation team to set those terms. Thoroughly presented two (2) reasons why you would not want to allow industry members to write the contract. Thoroughly justified your response.

6. 3 references

Weight: 5%

No references provided

Does not meet the required number of references; all references poor quality choices.

Does not meet the required number of references; some references poor quality choices.

Meets number of required references; all references high quality choices.

Exceeds number of required references; all references high quality choices.

7. Clarity, writing mechanics, and formatting requirements

Weight: 10%

More than 8 errors present

7-8 errors present

5-6 errors present

3-4 errors present

0-2 errors present

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