Presentation for my negotiations class, detailing one of our company's parties.

2. Fever
In The
The Negotiation

3. The Backstory

4. The Backstory
• Current company tour: Fever in the
Funkhouse

5. The Backstory

6. The Backstory
• Previous show - Fever In The Funkhouse -
Horsefeathers (Sarasota, Fl)
• Billed as “EDM group of DJs/ Producers w/live
MC”
• All info sent to club stated this
• Previous shows, DJ mixes, etc
• For unknown reasons, thought we were a “Live
hip-hop act”

7. The Backstory

8. The Backstory

9. The Backstory
• Owners claim $4,000 in lost profit due to our
company being there
• Club was packed entire night
• Girls drank free all night
• Possible reason for any loss of profit?
• Owners finally paid
• Last straw, changes needed

10. The Backstory

11. The Backstory
• Over past year, shows have become more tailored
• More of what the crowd wants
• Brings more people back to later shows
• keeps patrons in bar
• Makes us look good!
• Regardless, some owners try to get out of paying
• Contracts needed

13. • Located in Jacksonville, Fl
• General Manager - Gary Oglesby
• High-class lounge
• “Experience the fusion of beautiful people and
unrivaled music in a lavish ultra modern setting”

14. Importance of this
Show
• Debut appearance of “The Booty Cartel”
• Hip-hop/Mash-up duo
• First Contracted show
• Ensure we get paid what we agreed upon

15. The Negotiation

16. The Negotiation
• Mainly done via e-mail
• Initial contact made mid-December
• Interest in adding Tera Nova to current tour
• Sent proposal including:
• Schedule of artists
• Entire night’s entertainment (VJ, MC)
• price tag
• $250

17. The Negotiation

18. The Negotiation
• Requested date in February
• Offered February 20th or 27th
• Show at The Haven on February 25th
• (Ladies night, $5 entry)
• Went w/ Feb. 20
• Based on detail of proposal, GM more than happy to
accomodate
• Begun work on flier

19. The Flier

20. The Flier

21. The Flier

22. The Contract

23. The Contract
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24. The Contract
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25. Issues

26. Issues
• Fliers did not make it to the venue in time
• Did not get to Jacksonville until 1 1/2 weeks ago, to
venue Wednesday before show
• Not known in Jacksonville, most marketing
occurred online
• Were not paid $80 reimbursement for fliers
• Fliers were used to give to fans to find us online and
“get to know us”
• proved useful in the long-run

27. Issues

28. Issues
• Printer messed up flier
• Printed back side on both sides
• Currently seeking reimbursement for misprint

29. Interests & Positions

30. Interests & Positions
• Tera Nova lounge
• As many patrons as possible, drinking as much alcohol
as possible
• Had to equal what they would normally make on a
Saturday night
• Muze Entertainment
• Increase fanbase
• Another successful show
• New venue for future shows
• PAYMENT!!!

31. BATNA

32. BATNA
• Previous shows in Jacksonville at other venues allow
for other possibilities for show
• Buckets - Jax Beach
• Summer 2008 bi-monthly weekend residency (June-August)

33. Emotions

34. Emotions
• Most emotions taken out of negotiation due to use
of e-mail
• Made sure to appear happy & professional throughout
• Ensure eagerness to work with us
• Initial e-mail, sent around holidays, made sure to
wish whoever read it Happy Holidays
• Also made sure to “stroke” their ego
• “No other venue we’ve looked at measures up
to Tera Nova”
• “We look forward to your response”

35. Key Emotions

36. Key Emotions
• Appreciation

37. Key Emotions
• Appreciation
• Affiliation

38. Key Emotions
• Appreciation
• Affiliation
• Company

39. Key Emotions
• Appreciation
• Affiliation
• Company
• Venue

40. Research

41. Research
• Muze Entertainment
• Checked other venues
• Other Event-Booking contracts
• Tera Nova Lounge
• Us

42. How’d it go?

43. How’d it go?

44. How’d it go?

45. Conclusion

46. Conclusion
• Still have issues “in the heat of the moment”
• Need to believe in my abilities more
• Very pleased with how everything was handled,
regardless of certain actions
• Feel this is the beginning of a “new era” for my
company
• Finally becoming a legitimate organization

47. THANK
YOU!