Sally Soprano

During the last negotiation class, we played a game during which we were the agent of Sally     Soprano, an older soprano, and we had to negotiate her salary with the Lyric Opera’s Business Manager if she comes to perform the title role of Norma.

First, I defined the best price for Sally considering all the information that I had with the text. My strategy was to get the more I could, thanks to the advantages that Sally represented for the Opera, such as her experience or her reputation. Moreover, I turned to my advantage the weaker position of the Lyric Opera in case the latter tries to emphasize Sally’s disadvantages. 

First, I tried to get $40,000. I fixed this price because I knew that the last price Sally received for the title role she performed at the Lyric was $22,000 and that now, because of the inflation and the popularity of the opera, the salary for a title role had nearly doubled. I told my opponent that she perfectly knows this role she already performed in the past. However, my opponent tried to make me think that I needed them more they needed me, by explaining this price was too high considering Sally’s age and that she had some mediocre days and that it would be less expensive for them to hire somebody else. I was prepared for this argument, that’s why I played the card of the reputation. I told them to think about the next representation, that if Sally played the first role, because of her notoriety, it will bring more people next time, and in addition, they needed a good house for this production, otherwise, it would be financially devastating for them. 

After a long negotiation, I got $32,500, and it was satisfying for both parties.

I can say it was easier than the last time we negotiated in class because this time, we had more information so we were better prepared to face the arguments of the other part, we were able to forecast what could happen. The negotiation process was longer than usual but it learned me how to take advantage of the other side’s arguments.