文档介绍：CHAPTER THREE
Strategy and Tactics of Integrative Negotiation
Deal-crafting Toolkit
精制交易的工具
Objective
Identifying joint gains at the bargaining table can mean the difference between being deadlocked (僵局) or reaching an acceptable agreement.
It can also transform mediocre (中等的、不够好的) deals into outstanding ones.
This set of exercises is intended to sharpen your creativity by highlighting the fundamental sources of value in negotiation.
Instructions
In the short scenarios that follow, you will be asked to analyze the basic structure of a negotiation.
Specifically, identify:
The precise source of potential joint gains.
The barriers or obstacles that might prevent the parties from maximizing value.
Other examples of potential value creation in negotiation -- including examples from your own experience, or imaginative application.
Scenario One: The book contract
A young writer has produced a manuscript that has drawn serious interest from several publishing houses.
How should one of these publishers craft an offer that will be most attractive to the author, without sacrificing its own financial interests?
Scenario One
Typical publishing contracts provide authors different forms pensation, among them:
Royalties based on sales.
Advance against royalties.
Secondary rights.
Royalties based on sales. This is usually 10% of the retail price for the first 5,000 books sold, % for the next 5,000, and 15% thereafter.
例子
稿费支付:稿费标准参照国家稿费标准协商处理,一般采取(5%-8%)版税形式支付稿酬,每年根据全年总销售数量现金结算一次,首次出版作者可以要求以书抵稿费一次性结算,以后每年一结,至该作品出版社专有出版保护期结束,出版社专有出版权一般为5年,5年后可以继续委托我们在原出版社续约或转其他出版社出版。,一年累计销售10000册,您最高可获得8%×20×10000=16000元稿费,如果图书发行销售数量越好回报就越高,没有封顶。
advance
advance 预付款;垫款 advance against collateral 需要担保的贷款 advance against goods 品抵押的预付款
Advance against royalties
Scenario One
Typical publishing contracts provide authors different forms pensation, among them:
Royalties based on sales.
Advance against royalties.
Secondary rights.
Advance against royalties This is a